Account Executive - Mid Market, West Coast

Thatch is seeking a consultative and strategic Account Executive for their Mid-Market sales team, specifically for the West Coast Region. This role involves working with HR, finance, and executive stakeholders at companies with 100+ employees to address complex healthcare challenges. The Account Executive will lead high-stakes sales processes, act as a trusted advisor to executive-level buyers, and collaborate with product teams to refine positioning. Responsibilities also include analyzing the competitive landscape, driving forecasting accuracy, and building relationships with broker partners across the West Coast.

Must Have

• 3+ years of experience as a group insurance, carrier representative, benefits broker/consultant, or payroll representative with a strong background in group health insurance
• Foundational understanding of group health insurance underwriting, including plan design, contribution strategies, and key cost/risk drivers
• Skilled at leading discovery, building business cases, and influencing multiple stakeholders across finance, HR, and executive teams

Good to Have

• Inquisitive and thoughtful — you know how to ask the right questions and listen deeply
• Experience in healthcare, insurance, or HR tech is a major plus
• Passionate about creating a healthcare system that people will love
• Comfortable managing long and potentially very quick sales cycles and adapting to shifting priorities in a fast-paced environment
• Someone who consistently embodies the Thatch brand and effectively represents our broker partners and clients

About the role

We’re looking for a consultative, strategic Account Executive to join our Mid-Market sales team, owning the West Coast Region. Alongside our Broker partners, you will work with HR, finance, and executive stakeholders at companies with 100+ employees to solve complex healthcare challenges. This is an ideal role for someone who can run an exceptional sales process, influence high-level decisions, and help us build a category-defining business.

If multiple regional roles might be a fit for you, please apply to any one, and we’ll review and adjust internally if needed.

What you'll do

• Lead high-stakes consultative sales processes with companies navigating complex benefits needs across the West Coast region.
• Act as a trusted advisor to executive-level buyers in the West Coast, uncovering deep needs and aligning them to solutions.
• Work cross functionally with product teams to refine positioning for this segment.
• Analyze and share insights on the competitive landscape in the West Coast region, influencing go-to-market strategy.
• Drive forecasting accuracy and pipeline health for the West Coast territory through disciplined sales operations.
• Build relationships with existing and new broker partners across the West Coast.
• Travel within the West Coast region to build relationships and support broker partners.

Background we're looking for

• 3+ years of experience as a group insurance, carrier representative, benefits broker / consultant or payroll representative with a strong background in group health insurance.
• Foundational understanding of group health insurance underwriting, including plan design, contribution strategies, and key cost/risk drivers.
• Skilled at leading discovery, building business cases, and influencing multiple stakeholders across finance, HR, and executive teams.

Experience we’d be particularly excited about

• Inquisitive and thoughtful — you know how to ask the right questions and listen deeply.
• Experience in healthcare, insurance, or HR tech is a major plus.
• Passionate about creating a healthcare system that people will love.
• Comfortable managing long and potentially very quick sales cycles and adapting to shifting priorities in a fast-paced environment.
• Someone who consistently embodies the brand and effectively represents our broker partners and clients.

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 phone screen to talk through your background and interest
• 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 our founders to discuss your approach to culture and our operating principles