Regional Director, Mid-Market

The Role

This is a pipeline-building role in an emerging category. You’ll develop your own opportunities (there’s no SDR team), help benefits leaders understand what autoimmune conditions really cost, and spark momentum where there’s little awareness yet. You’ll guide partnerships from first conversation to launch, supported by Consultant Relations, Channel Partnerships, Marketing, and Care.

What You’ll Do

• Reach your annual sales goals
• Build relationships with mid-market employers across the West and bring them on as partners
• Share the data behind autoimmune care with HR, Finance, and consultants, in terms that matter to each
• Grow trusted relationships with benefit consultants in your territory
• Host dinners, lunches, and events. Showing up in person is how we build trust.
• Maintain a clear forecast and a current CRM
• Succeed as a team. We win together.

How We Sell

Our sales philosophy shapes who we hire. If this resonates, you'll fit right in.

• Mission drives everything. Every partnership gets more people with autoimmune conditions the care they need. When we're persistent through a long cycle, it's because we believe in what's possible for that population. On the hard days, that's what keeps us going.
• We practice unreasonable hospitality. A birthday text. A book they mentioned. Checking in after a big presentation. We treat prospects as whole people, not quota numbers.
• We show up in person. Nothing replaces sitting across the table from someone. We get on planes. It matters.
• We lead with education. Our job isn't to pitch. It's to make sure benefits leaders leave every conversation smarter about autoimmune cost drivers, benchmarks, and condition management - whether or not they buy.
• We welcome skeptics. The prospects who push back make us better - and, most importantly, they usually buy. The best conversations are the ones where we're being challenged, not the ones where everyone nods along.
• We're honest, even when it costs us. From the first conversation, we're thinking about the long-term relationship. That means being honest when we're not the right fit, investing time in education even when a deal isn't imminent, and showing up consistently whether or not there's a contract on the table.

What You Bring

• 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 3+ years
• Solid understanding of how benefits decisions get made: the cycle, the buying committee, the consultant dynamics
• Skill at building an ROI case in terms a CFO values
• Experience building or educating a new market, not just selling into an established one
• Storytelling instincts and strong written and verbal communication
• Genuine empathy for the autoimmune experience
• An ownership mindset: you’re comfortable shaping strategy and running your territory like your own business
• Persistence and resourcefulness through long sales cycles
• Ability to travel up to 50%, depending on location

Bonus

existing consultant and broker relationships in the West, or experience at a leading digital health company (Lyra, Hinge Health, Maven, Carrot, Progyny, Omada, Sword)

This Role Might Not Be a Good Fit If

• You want your leader on every call. Your player-coach carries their own book and will be a strong supporter, but you’ll sell independently.
• You’re looking for an established sales engine. You’ll help build the playbook.
• You prefer an inbound-driven pipeline. This role generates its own opportunities.
• You’re not comfortable with ambiguity. It’s a new role in a new market, with plenty of room to shape it.
• Documentation isn’t your thing. We’re a remote team, and written updates and an up-to-date CRM keep us aligned.

Details

• Location: Remote, Western U.S. * Travel: up to 50%
• Reports to: RVP of Sales
• What we offer: competitive salary and equity, generous PTO, health/dental/vision, health FSA, home office stipend, regular team events and off-sites

For your safety: Please remember that WellTheory will only contact you from a @welltheory.com email address. Be cautious of emails from other domains. Our recruiting team will never ask for money, fees, or banking information as part of our hiring process. If you're ever unsure, don't click any links and apply directly to a posted role on our career site.

At WellTheory, we're committed to building a diverse, inclusive, and authentic team - so if you're excited about this role but your experience doesn't check every box, we encourage you to apply anyway. You might be exactly who we're looking for.

If you require accommodations at any stage of our hiring process, please reach out to our hiring team. We're happy to work with you.