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Thatch is hiring a Regional Director, Mid-Market Sales to build, lead, and scale a team of Account Executives across the East Coast region. This is a people-management role accountable for regional revenue outcomes, team development, and cross-functional execution.
Key Responsibilities:
- Own and deliver multi-million ARR regional targets through a team of Mid-Market Account Executives
- Build and coach a high-performing sales team: hire, onboard, and develop AEs on discovery, deal strategy, objection handling, and executive-level selling
- Maintain high-quality regional pipeline with focus on coverage, velocity, and deal progression; forecast accurately and communicate risks/upside
- Support complex, consultative sales cycles involving multiple stakeholders and broker-influenced motions; act as escalation point for strategic deals and key accounts
- Partner cross-functionally with Solutions Engineering, Implementation, Product, Marketing, and Leadership to unblock deals and improve sales motion
- Develop and execute regional strategy including broker coverage, pipeline generation, and strategic account targeting
- Represent Thatch externally with brokers, partners, and senior customer stakeholders; travel as needed
Required Background:
- 7+ years managing and scaling quota-carrying sales teams
- Experience owning regional or segment revenue targets with accurate forecasting
- Background in SaaS, healthcare, insurance, HR tech, or complex B2B sales environments
- Strong understanding of consultative, multi-stakeholder sales cycles
- Coach-first mindset with ability to elevate rep performance through clarity and accountability
- Operational rigor in pipeline management, forecasting, and execution
- Strategic thinking to plan regionally and execute tactically
- High bar for talent acquisition and team quality
Preferred: Experience with broker or channel-led sales motions.
