Account Executive - Small and Medium Business (SMB)

About The Role

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.

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.
• Occasionally travel 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.
• A 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.
• A combination of payroll and group insurance experience.

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.

About Thatch

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.