Sales Operations Analyst

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.

The Sales Strategy & Operations Associate will be one of the first hires on this team. You’ll work directly with the Head of Sales Strategy & Operations and cross-functional partners to keep our GTM motion organized and effective. This is a chance to join early, make a visible impact, and help shape how Sales Ops at Thatch evolves over the next year.

What you'll do

• Advance GTM strategy projects: Partner directly with the Head of Sales Strategy & Operations to execute on segmentation, territory/account design, pricing, and quoting. You will focus on structured execution so leadership can remain focused on forward-looking analytics and board-level strategy.
• Strengthen pipeline visibility: Build and maintain reporting on pipeline coverage, deal progression, and forecasting inputs, providing the data foundation for leadership decision-making.
• Enable cross-functional execution: Coordinate with marketing, partnerships, and finance to support GTM initiatives, ensuring smooth handoffs and consistent accountability across teams.
• Stabilize CRM operations: Maintain Salesforce data integrity and workflow compliance, partnering with contractors and systems specialists to ensure reliable infrastructure for reporting and scale.
• Develop tools and documentation: Build dashboards, templates, and process playbooks that improve sales efficiency and enable leadership to spend more time on strategy and forecasting.
• Identify and reduce friction: Surface operational bottlenecks and propose actionable solutions, creating more leverage for the sales team and the Head of Sales Strategy & Operations.

Background we're looking for

• 2+ years in Sales Ops, Business Ops, Strategy, Consulting, or a related role.
• Strong analytical skills and comfort in Excel/Google Sheets; exposure to SQL, Tableau, or Looker is a plus.
• Familiarity with CRM systems, ideally Salesforce or HubSpot.
• Clear communicator who can work well across sales, marketing, and finance.
• Organized and able to manage multiple projects in a fast-moving environment.

Experience we’d be particularly excited about

• Experience in SaaS, healthtech, or fintech.
• Hands-on work with segmentation, pricing, or sales forecasting.
• Building Salesforce/HubSpot workflows or reporting.
• A track record of supporting high-growth sales teams.

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 4 members of the team
• 30 minute Zoom meeting with the hiring manager to work through a live case study
• 30 minute Zoom meeting with one of our founder to discuss your approach to culture and our operating principles