Account Executive - Small & StartUp Business at Thatch

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

Apply for this position

First Name*

Last Name*

Email*

Phone

Resume/CV*

Cover Letter

LinkedIn Profile

Website

Remote work location (City, State)*

Will you require visa sponsorship for employment authorization in the US, either now or in the future?*

-- Select an option --

Yes

No

Equal Employment Opportunity Information

To help us comply with federal and state equal opportunity employment regulations, we invite you to voluntarily provide the following demographic information. This data is collected for statistical reporting purposes only and plays no role in the evaluation of your application. Your decision to provide or withhold this information will not impact your candidacy in any way. We appreciate your participation in helping us foster a fair and inclusive hiring process.

Disability Status

-- Select an option --

I do not want to answer

No, I do not have a disability and have not had one in the past

Yes, I have a disability, or have had one in the past

Veteran Status

-- Select an option --

I don't wish to answer

I identify as one or more of the classifications of a protected veteran

I am not a protected veteran

Race

-- Select an option --

Decline To Self Identify

Two or More Races

Native Hawaiian or Other Pacific Islander

White

Hispani c or Latino

Black or African American

Asian

American Indian or Alaskan Native

Gender

-- Select an option --

Decline To Self Identify

Female

Male

Submit Application