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Thatch · 3 hours ago

Regional Director, Mid-Market Sales

United States

Full-time

Remote

Director/Executive

7+ years exp

Thatch is a fully distributed early stage company using technology to change the way America does healthcare. They are seeking a Regional Director, Mid-Market Sales to build, lead, and scale a team of Account Executives across the East Coast Region, focusing on driving regional revenue outcomes and coaching sales teams.

Health CareInformation TechnologyPaaSSoftware

Responsibilities

Own 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

Build & Coach a High-Performing Team

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

Drive Complex, Consultative Sales Execution

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

Partner Cross-Functionally

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

Build the Region

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

Qualification

Sales team managementSaaS sales experienceConsultative sales cyclesForecasting accuracyBroker relationship managementCoaching skillsOperational rigorHigh talent standardsStrategic thinkingOwnership mentality