Account Executive - and Medium Business; SMB

About The Role

We're hiring a driven and adaptable Account Executive to join our SMB segment  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.

• 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.
• Travel occasionally for team on‑sites or key customer meetings, typically under 20 percent.

• 3–5 years of proven sales experience in group insurance, payroll services, or ICHRA solutions.
• Strong communicator who can adjust style based on audience—from HR leaders to CFOs.
• Comfortable operating in ambiguity and navigating compliance‑heavy conversations.

• 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.
• Combination of payroll and group insurance experience.

• 30‑minute video meeting to talk through your background and interest in Thatch.
• 30‑minute video meeting with the hiring manager to dive deeper into your experience and the role.
• 30‑minute video meeting to meet 2‑3 members of the team.
• 30‑minute video meeting to go over a case study assignment.
• 30‑minute video meeting with our Sales Leadership and one of our co‑founders to discuss your approach to culture and our operating principles.

Please note:

The posted compensation range reflects On‑Target Earnings (OTE), not base salary.

$140,000—$150,000 USD.

We're a fully distributed early‑stage company using technology to change the way America does healthcare. We're a happy, friendly, high‑velocity team. You can read more on Thatch here.