For most people, health insurance is something that happens to them: a plan chosen by someone else, with little room to fit their life. Thatch is changing that. We help companies give every employee a real healthcare budget instead of a one-size-fits-all plan, so people can choose the coverage and care that works for them, and employers get predictable costs they can control.
It’s a simple idea, but making it real means solving hard problems across healthcare, payments, and technology, and we’re just getting started. We look for people who like solving complex problems, use good judgment, and are comfortable working through ambiguity. People here care deeply about our customers, take real responsibility for what gets built, and are driven by doing work that matters.
We’re hiring a driven and adaptable Account Executive to join our SMB segment at Thatch. In this role, you’ll engage with growing businesses navigating healthcare benefits for the first time — blending both transactional hustle and strategic guidance. You’ll work cross-functionally, communicate clearly, and help us build the systems that power repeatable success in this space.
- Manage a hybrid sales motion, balancing fast-moving transactional deals with larger, compliance-involved opportunities.
- Engage key stakeholders and educate them on Thatch’s healthcare solutions.
- Tailor pitches to a mix of technical and non-technical buyers across various industries.
- Work closely with product, growth, and customer success to iterate and improve the SMB sales playbook.
- Track pipeline metrics rigorously and proactively report on trends and forecasts.
- Travel occasionally for team on-sites or key customer meetings, typically under 20 percent.
- 1-3 years of proven sales experience in group insurance, payroll services, or ICHRA solutions
- Strong communicator who can adjust style based on audience — from HR leaders to CFOs.
- Comfortable operating in ambiguity and navigating compliance-heavy conversations.
- Thrives in a startup environment and excited about building process from the ground up.
- Experience with benefits, HR tech, or compliance-related sales is a bonus.
- Combination of payroll and group insurance experience.
- Fluency in Spanish is a plus.
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 2-3 members of the team
- 30 minute video meeting to go over a case study assignment
- 30 minute video meeting with our Sales Leadership and one of our Co-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.
Skills Required
- 1-3 years of proven sales experience in group insurance, payroll services, or ICHRA solutions
- Strong communicator who can adjust style for audiences from HR leaders to CFOs
- Comfortable operating in ambiguity and navigating compliance-heavy conversations
- Willingness to travel occasionally, typically under 20%
- Thrives in a startup environment and building processes from the ground up
- Experience with benefits, HR tech, or compliance-related sales
- Combination of payroll and group insurance experience
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.
