Regional Director, Mid-Market Sales

Thatch

About The Position

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.

Requirements

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.

Nice To Haves

Experience working with or through broker / channel-led motions.

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.