Account Executive - Small & StartUp Business at Thatch

Thatch is seeking a driven and adaptable Account Executive for its SMB segment to modernize health benefits through Individual Coverage HRAs (ICHRAs). This role involves managing a hybrid sales motion, engaging stakeholders, tailoring pitches to diverse buyers, and collaborating cross-functionally to improve the SMB sales playbook. The ideal candidate will rigorously track pipeline metrics and contribute to building scalable processes in a growing startup environment.

Must Have

• Manage a hybrid sales motion, balancing transactional and strategic deals
• Engage key stakeholders and educate them on Thatch’s healthcare solutions
• Tailor pitches to a mix of technical and non-technical buyers
• Work closely with product, growth, and customer success to improve the SMB sales playbook
• Track pipeline metrics rigorously and report on trends and forecasts

Good to Have

• Thrives in a startup environment and excited about building process from the ground up
• Experience with benefits, HR tech, or compliance-related sales

About the role

Thatch is modernizing how employers deliver health benefits through Individual Coverage HRAs (ICHRAs). As we grow, we need a Sales Strategy & Operations team that ensures our GTM motion runs efficiently, backed by strong data and scalable processes.

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.

Background we're looking for

• 3–5+ years in a SaaS AE role, ideally across both transactional and strategic motions.
• 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.

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 our founders to discuss your approach to culture and our operating principles

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