Regional Director, Mid-Market
About The Position
WellTheory is a digital health company helping people with autoimmune conditions through personalized care, nutrition guidance, and ongoing coaching. The Regional Director, Mid-Market will build a sales pipeline in an emerging category, developing opportunities independently and educating benefits leaders about the costs and management of autoimmune conditions. The role guides employer partnerships from initial conversation through launch, with support from Consultant Relations, Channel Partnerships, Marketing, and Care. The position builds relationships with mid-market employers across the Western U.S. and benefit consultants, achieves annual sales goals, and maintains a clear forecast and current CRM. The sales approach emphasizes education, in-person relationship building, persistence, honesty, and thoughtful, personalized hospitality. This is a remote role with travel of up to 50%, depending on location.
Requirements
- 5–7+ years selling health, benefits, or digital health solutions to mid-market employers, or equivalent experience.
- A consistent record of meeting or exceeding quota, ideally for 3+ years.
- Solid understanding of benefits decision-making, including sales cycles, buying committees, and consultant dynamics.
- Ability to build an ROI case in terms valued by a CFO.
- Experience building or educating a new market, rather than only selling into an established one.
- Strong storytelling instincts and written and verbal communication skills.
- Genuine empathy for the autoimmune experience.
- An ownership mindset and comfort shaping strategy and running a territory like a business.
- Persistence and resourcefulness through long sales cycles.
- Ability to travel up to 50%, depending on location.
Nice To Haves
- Existing consultant and broker relationships in the West.
- Experience at a leading digital health company, such as Lyra, Hinge Health, Maven, Carrot, Progyny, Omada, or Sword.
Responsibilities
- Reach annual sales goals.
- Build relationships with mid-market employers across the West and bring them on as partners.
- Explain the data and costs behind autoimmune care to HR, Finance, and consultants in relevant terms.
- Grow trusted relationships with benefit consultants in the territory.
- Host dinners, lunches, and events, and show up in person to build trust.
- Maintain a clear forecast and current CRM.
- Contribute to team success.
- Develop sales opportunities independently and guide partnerships from first conversation through launch.
Benefits
- Competitive salary and equity.
- Generous paid time off.
- Health, dental, and vision coverage.
- Health FSA.
- Home office stipend.
- Regular team events and off-sites.
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What This Job Offers
Job Type
Full-time
Career Level
Director
Education Level
No Education Listed
