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.
- 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.
- 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 working with or through broker / channel-led motions.
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
Please note: The posted compensation range reflects On-Target Earnings (OTE), not base salary.
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.
Skills Required
- 7+ years managing and scaling quota-carrying sales teams
- Experience owning a regional or segment quota and forecasting accurately
- Background in SaaS, healthcare, insurance, HR tech, or adjacent complex B2B sales
- Strong understanding of consultative, multi-stakeholder sales cycles
- Experience working with or through broker/channel-led motions
Thatch (thatch.ai) Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Thatch (thatch.ai) and has not been reviewed or approved by Thatch (thatch.ai).
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Healthcare Strength — The company advertises exceptionally generous health coverage delivered through its own ICHRA-based platform and a curated marketplace. Partnerships and add-ons broaden access to services such as mental health, enhancing the perceived depth of coverage.
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Flexible Benefits — Benefits center on personalization, allowing employees to choose individual medical, dental, and vision plans and use remaining allowances via a spend card. Integrations and APIs aim to simplify administration while preserving choice.
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Leave & Time Off Breadth — Unlimited PTO alongside paid company holidays is highlighted as part of the total rewards package. This breadth of time off is positioned within a flexible, remote-first culture.
Thatch (thatch.ai) Insights
What We Do
Thatch is an all-in-one platform that makes it easy to offer your employees the most personalized healthcare experience. You decide what to spend, and your team gets great health benefits.
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