Account Executive - Small and Medium Business (SMB)

What you'll do

• 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.

Background we're looking for

• 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.

Experience we’d be particularly excited about

• 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.

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. 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.