What youll do

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 West 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.

Background were looking for

• 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.

Leadership Attributes

• 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 we’d be particularly excited about

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

What to expect

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. Heres 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