Thatch is on a mission to simplify and modernize health benefits for today's workforce. We're looking for an experienced, highly organized Channel Partnerships Manager to own and grow our partner ecosystem across the Central region.
In this role, you'll build relationships with channel partners to generate referral pipeline, manage a high-velocity sales cycle, and navigate a strategic, consultative sales process. You'll balance big-picture partnership strategy with hands-on daily execution, and work closely with Sales, Operations, Product, Finance, and Customer Success to build the infrastructure that lets our go-to-market strategy scale efficiently.
- Build and grow a network of insurance brokers and other strategic partners across the Central region
- Develop and execute a regional channel strategy to drive consistent, high-quality referral pipeline
- Lead meetings and presentations with external audiences, including product demos, to introduce partners to Thatch
- Become a product expert on Thatch and develop deep fluency in the broader ICHRA landscape
- Manage a high-velocity partner sales cycle from initial outreach through activation
- Partner cross-functionally with Engineering, Product, and Operations to continuously improve the partner experience
- Collaborate closely with the Sales team to ensure a seamless handoff and onboarding experience for new customers sourced through partners
- Track and report on pipeline, partner performance, and regional growth metrics
- 5+ years of channel sales experience, ideally at an early-stage B2B startup
- A proven track record as a consistent top performer on your team
- Experience owning and exceeding an annual sales quota
- Prior experience selling benefits, HR, and/or insurance products
- A builder's mindset—comfortable doing whatever it takes to succeed in a fast-paced, high-growth environment
- Strong communication and relationship-building skills, with the ability to represent Thatch credibly to brokers and partners
- Existing relationships in the broker community, especially within the Central region, that you could leverage immediately
- A current or previous broker license in any state
- Experience collaborating across Sales, Operations, Finance, and Customer Success to execute strategic partner initiatives
- Familiarity with ICHRA or defined-contribution health benefits models
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 3-4 members of the team
- 30 minute video meeting with the department leadership to review problem solving and strategy
- 30 minute video meeting with one of our founders to discuss your approach to culture and our operating principles
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
- 5+ years experience in partner operations, channel management, project management, or relationship management within employee benefits, insurance, or HR technology industry.
- Strong operational mindset with demonstrated experience building scalable processes and managing complex cross-functional initiatives.
- Exceptional organizational and project management skills with the ability to manage multiple priorities simultaneously.
- Experience developing and maintaining Standard Operating Procedures (SOPs), process documentation, and operational playbooks.
- Strong relationship management skills with experience supporting brokers, General Agencies, carriers, or strategic partners.
- Excellent written and verbal communication skills with the ability to collaborate across multiple teams and organizational levels.
- Highly detail-oriented, proactive, and comfortable working in a fast-paced, high-growth environment.
- Experience using CRM systems, project management tools, and operational reporting to manage partner programs.
- Direct experience working with leading General Agencies such as CRC/BenefitMall, Warner Pacific, AmWins, Kistler Tiffany, or similar national and regional GA organizations.
- Proven success leading operational initiatives, implementing scalable partner programs, and driving process improvements.
- Strong understanding of broker distribution models, General Agency operations, commissions, and partner lifecycle management.
- Experience collaborating across Sales, Operations, Finance, and Customer Success to execute strategic partner initiatives.
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.
