Lead and scale a team of Account Executives across the East Coast, driving regional revenue and coaching sales strategies while maintaining a high-quality sales pipeline.
About the role
We’re hiring a Regional Director, Mid-Market East to build, lead, and scale a team of Account Executives across the East Coast Region. This leader will own regional revenue outcomes, coach AEs through complex consultative sales cycles, and act as the connective tissue between Sales, Brokers, Solutions, Implementation, and Product.
This role is ideal for a high performing sales professional who has led sales teams in ambiguous, category-creating environments and knows how to translate strategy into repeatable execution. You will be accountable for hitting a multi-million ARR target, building strong broker relationships in your region, and developing AEs into consistent top performers.
What you'll doOwn Regional Revenue & Forecasting
- Own and deliver the regional ARR target through a team of Mid-Market AEs.
- Maintain a high-quality pipeline across the region, ensuring coverage, velocity, and deal progression.
- Forecast accurately and communicate risks and upside clearly.
- Hire, onboard, and ramp Mid-Market AEs across the East Coast Region.
- Coach reps on discovery, deal strategy, objection handling, and executive-level selling.
- Run regular 1:1s, pipeline reviews, deal reviews, and forecast calls with rigor and consistency.
- Raise the bar on sales methodology, discipline, and accountability across the team.
- Support AEs on complex deals involving multiple stakeholders, longer sales cycles, and broker-influenced motions.
- Act as an escalation point for strategic deals, key accounts, and broker relationships.
- Ensure clean handoffs from Sales → Implementation and long-term customer success.
- Work closely with Solutions Engineering, Implementation, Product, Marketing, and Leadership to unblock deals and improve the sales motion.
- Share regional learnings and field insights to influence product, pricing, and GTM strategy.
- Align broker strategy, enablement, and incentives with regional goals.
- Develop and execute a regional plan that includes broker coverage, pipeline generation, and strategic account targeting.
- Represent Thatch externally with brokers, partners, and senior customer stakeholders.
- Travel as needed to support reps, brokers, and key opportunities.
Background we're looking forExperience & Background
- 7+ years of experience managing and scaling quota-carrying sales teams.
- Experience owning a regional or segment number and forecasting accurately.
- Background in SaaS, healthcare, insurance, HR tech, or adjacent complex B2B sales environments.
- Strong understanding of consultative, multi-stakeholder sales cycles.
- Coach-first mindset: You elevate rep performance through clarity, feedback, and accountability.
- Operational rigor: You run clean pipelines, disciplined forecasts, and tight execution.
- Ownership mentality: You take responsibility for outcomes.
- Strategic thinking: You can zoom out to plan a region and zoom in to win a deal.
- High bar for talent: You hire thoughtfully and don’t compromise on quality.
Experience we’d be particularly excited about
- Experience working with or through broker / channel-led motions.
What to expect
We interview rigorously based on integrity, talent, and drive; the trust we display in our teammates from day 1 is a reflection of the confidence we have in this process. We aim to evaluate the things you’ll be doing every day as best we can, and we move quickly. Here's what to expect:
- 30 minute video meeting to talk through your background and interest in Thatch
- 30 minute video meeting with the hiring manager to dive deeper into your experience and the role
- 30 minute video meeting to meet 4 members of the team
- 30 minute video meeting to work through a live case study
- 30 minute video meeting with our founders to discuss your approach to culture and our operating principles
About Thatch
We’re a fully distributed early stage company using technology to change the way America does healthcare. We’re a happy, friendly, high-velocity team. You can read more on Thatch here.
Top Skills
B2B Sales
Healthcare
Hr Tech
Insurance
SaaS
Thatch (thatch.ai) San Francisco, California, USA Office
353 Kearny St, San Francisco, California, United States, 94108
Similar Jobs
Artificial Intelligence • Productivity • Sales • Software
The Regional Director of Sales will oversee Mid-Market Account Management, driving retention, expansion, and strategic customer engagement while leading frontline managers.
Top Skills:
AIData AnalysisGtm StrategySaaS
Insurance • Financial Services
Own the full sales cycle for assigned region targeting multifamily, student, and senior living operators; build and manage pipeline and partnerships; close complex deals, represent insurance product expertise, collaborate with internal teams for implementation and account success, and travel within territory and to conferences to drive ARR and NRR growth.
Top Skills:
ExcelOutlookPowerPointSalesforce
Artificial Intelligence • Machine Learning • Software
As a Regional Sales Director, you will drive growth by leading sales strategy, managing teams, ensuring predictable revenue outcomes, and expanding into mid-market industrial customers.
Top Skills:
Crm (Hubspot)
What you need to know about the San Francisco Tech Scene
San Francisco and the surrounding Bay Area attracts more startup funding than any other region in the world. Home to Stanford University and UC Berkeley, leading VC firms and several of the world’s most valuable companies, the Bay Area is the place to go for anyone looking to make it big in the tech industry. That said, San Francisco has a lot to offer beyond technology thanks to a thriving art and music scene, excellent food and a short drive to several of the country’s most beautiful recreational areas.
Key Facts About San Francisco Tech
- Number of Tech Workers: 365,500; 13.9% of overall workforce (2024 CompTIA survey)
- Major Tech Employers: Google, Apple, Salesforce, Meta
- Key Industries: Artificial intelligence, cloud computing, fintech, consumer technology, software
- Funding Landscape: $50.5 billion in venture capital funding in 2024 (Pitchbook)
- Notable Investors: Sequoia Capital, Andreessen Horowitz, Bessemer Venture Partners, Greylock Partners, Khosla Ventures, Kleiner Perkins
- Research Centers and Universities: Stanford University; University of California, Berkeley; University of San Francisco; Santa Clara University; Ames Research Center; Center for AI Safety; California Institute for Regenerative Medicine
