Account Executive, Enterprise at Thatch

About the role

Thatch is transforming employer-sponsored health benefits. Traditional group health plans are rigid, expensive, and increasingly unsustainable. Thatch enables employers to transition to Individual Coverage HRAs (ICHRAs), creating a benefits model that is more affordable, more flexible, and better aligned to today’s workforce.

As an Enterprise Account Executive, you will be responsible for driving new business with large employers and strategic broker partners. You’ll manage complex, multi-stakeholder sales processes, create compelling business cases, and position Thatch as a trusted partner to HR, Finance, and executive leadership. This role is an opportunity to join a fast-growing team, sell a category-defining product, and directly influence the future of employer health benefits.

What you'll do

• Build and manage relationships with senior executives at large employers and brokerage firms.
• Lead complex, consultative sales cycles with multiple stakeholders (HR, Finance, Executive leadership).
• Develop compelling business cases and ROI analyses to support client decision-making.
• Partner with Channel Partner Managers (CPMs) to co-sell through national and regional brokers/
• Collaborate with Marketing, Product, and Operations to ensure client needs are reflected in Thatch’s go-to-market strategy.
• Navigate prospects from initial engagement through contracting and implementation handoff.

Background we're looking for

• 7+ years of experience in enterprise sales, business development, or consulting
• Proven track record of closing multi-stakeholder, high-value deals in healthcare, benefits, or adjacent markets
• Ability to engage and influence C-suite executives and HR/Finance decision-makers
• Strong consultative selling skills, with experience building business cases and structuring ROI-driven pitches
• Comfort working in a fast-paced, dynamic environment where you help build the playbook as you go
• Collaborative team player who values partnerships with internal stakeholders and external brokers

Experience we’d be particularly excited about

• Healthcare, benefits, or insurtech sales experience
• Deep broker/channel relationships across regional and national firms
• Track record of introducing new products or categories to the enterprise market
• Experience working at a high-growth startup or scaling sales team

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:

• 20 minute phone screen to talk through your background and interest in Thatch
• 30 minute Zoom meeting with the hiring manager to dive deeper into your experience and the role
• 30 minute Zoom meeting to meet 2-3 members of the team
• 30 minute Zoom meeting with the hiring manager to work through a live case study
• 30 minute Zoom meeting with our founders to discuss your approach to culture and our operating principles

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