Back to jobs

Channel Partnerships Manager

Remote (US)

About the role

Thatch is on a mission to simplify and modernize health benefits for today’s workforce—and we’re looking for ambitious, strategic, and driven Channel Partnerships Managers to join our team.

As one of the first hires on our channel team, you’ll play a foundational role in building and scaling a high-impact partner ecosystem. You'll work directly with some of the top brokers in the employee benefits ecosystem to create and convert referral-driven pipeline, while managing both high-velocity sales cycles and more strategic, consultative engagements.

What you'll do

  • Create, build, and grow relationships with key stakeholders in the benefits broker, HR, and payroll communities—earning trust as a value-added partner and ICHRA expert.
  • Own and drive the full partner lifecycle from outreach and onboarding to co-selling and ongoing relationship management.
  • Lead compelling partner meetings and presentations, showcasing the value of Thatch through tailored conversations and product demos.
  • Become a product and market expert—deeply understand Thatch’s offering and how it fits within the broader ICHRA and health benefits landscape.
  • Drive sales through partnerships by activating new brokers and partners, generating high-quality referral pipeline, and helping close deals in collaboration with the direct sales team.
  • Collaborate cross-functionally with product, engineering, marketing, and operations to continuously improve the partner and end-customer experience.
  • Build and refine scalable processes and playbooks for partner onboarding, enablement, co-selling, and referral generation.
  • Ensure a smooth customer transition by closely coordinating with the Thatch sales and onboarding teams after a deal is sourced through a partner.
  • Gather and surface feedback from partners and the field to inform product development, messaging, and go-to-market strategy.

Background we're looking for

  • 5+ years of channel sales or partnerships experience, ideally at high-growth B2B startups with a focus on building from zero to one.
  • Strong track record of success in partner-driven or quota-carrying sales roles, consistently meeting or exceeding performance goals.
  • Deep familiarity with the benefits, insurance, or HR tech ecosystem, with direct experience selling to or through benefits brokers, HR professionals, or payroll providers.
  • Demonstrated ability to build trust and influence with external stakeholders, including brokers, consultants, and strategic partners.
  • Hands-on experience operating in a fast-paced, early-stage environment, with a scrappy, resourceful approach and comfort with ambiguity.
  • Strong communicator and collaborator, able to work cross-functionally and represent the voice of the partner both internally and externally.

Experience we’d be particularly excited about

  • Established relationships within the broker community, especially with national and regional firms—you're able to tap into a trusted network and accelerate partnership momentum from day one.
  • Direct experience partnering with or selling into top 20 U.S. brokerages (e.g., Marsh McLennan, Aon, Gallagher, Hub, Lockton), with a clear understanding of how to navigate complex stakeholder environments.
  • Track record of influencing and enabling brokers to sell new or innovative benefits products, ideally in a high-growth or disruptive environment.
  • Experience co-selling and running joint GTM campaigns with benefits brokers, HR software platforms, or payroll providers.

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:

  • 15 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 3-4 members of the team
  • 30 minute Zoom meeting with our founders to discuss your approach to culture and our operating principles
 

About Thatch

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.

Apply for this job

*

indicates a required field

Resume/CV*

Accepted file types: pdf, doc, docx, txt, rtf

Cover Letter

Accepted file types: pdf, doc, docx, txt, rtf

Select...

Voluntary Self-Identification

For government reporting purposes, we ask candidates to respond to the below self-identification survey. Completion of the form is entirely voluntary. Whatever your decision, it will not be considered in the hiring process or thereafter. Any information that you do provide will be recorded and maintained in a confidential file.

As set forth in Thatch’s Equal Employment Opportunity policy, we do not discriminate on the basis of any protected group status under any applicable law.

Select...
Select...
Race & Ethnicity Definitions

If you believe you belong to any of the categories of protected veterans listed below, please indicate by making the appropriate selection. As a government contractor subject to the Vietnam Era Veterans Readjustment Assistance Act (VEVRAA), we request this information in order to measure the effectiveness of the outreach and positive recruitment efforts we undertake pursuant to VEVRAA. Classification of protected categories is as follows:

A "disabled veteran" is one of the following: a veteran of the U.S. military, ground, naval or air service who is entitled to compensation (or who but for the receipt of military retired pay would be entitled to compensation) under laws administered by the Secretary of Veterans Affairs; or a person who was discharged or released from active duty because of a service-connected disability.

A "recently separated veteran" means any veteran during the three-year period beginning on the date of such veteran's discharge or release from active duty in the U.S. military, ground, naval, or air service.

An "active duty wartime or campaign badge veteran" means a veteran who served on active duty in the U.S. military, ground, naval or air service during a war, or in a campaign or expedition for which a campaign badge has been authorized under the laws administered by the Department of Defense.

An "Armed forces service medal veteran" means a veteran who, while serving on active duty in the U.S. military, ground, naval or air service, participated in a United States military operation for which an Armed Forces service medal was awarded pursuant to Executive Order 12985.

Select...

Voluntary Self-Identification of Disability

Form CC-305
Page 1 of 1
OMB Control Number 1250-0005
Expires 04/30/2026

Why are you being asked to complete this form?

We are a federal contractor or subcontractor. The law requires us to provide equal employment opportunity to qualified people with disabilities. We have a goal of having at least 7% of our workers as people with disabilities. The law says we must measure our progress towards this goal. To do this, we must ask applicants and employees if they have a disability or have ever had one. People can become disabled, so we need to ask this question at least every five years.

Completing this form is voluntary, and we hope that you will choose to do so. Your answer is confidential. No one who makes hiring decisions will see it. Your decision to complete the form and your answer will not harm you in any way. If you want to learn more about the law or this form, visit the U.S. Department of Labor’s Office of Federal Contract Compliance Programs (OFCCP) website at www.dol.gov/ofccp.

How do you know if you have a disability?

A disability is a condition that substantially limits one or more of your “major life activities.” If you have or have ever had such a condition, you are a person with a disability. Disabilities include, but are not limited to:

  • Alcohol or other substance use disorder (not currently using drugs illegally)
  • Autoimmune disorder, for example, lupus, fibromyalgia, rheumatoid arthritis, HIV/AIDS
  • Blind or low vision
  • Cancer (past or present)
  • Cardiovascular or heart disease
  • Celiac disease
  • Cerebral palsy
  • Deaf or serious difficulty hearing
  • Diabetes
  • Disfigurement, for example, disfigurement caused by burns, wounds, accidents, or congenital disorders
  • Epilepsy or other seizure disorder
  • Gastrointestinal disorders, for example, Crohn's Disease, irritable bowel syndrome
  • Intellectual or developmental disability
  • Mental health conditions, for example, depression, bipolar disorder, anxiety disorder, schizophrenia, PTSD
  • Missing limbs or partially missing limbs
  • Mobility impairment, benefiting from the use of a wheelchair, scooter, walker, leg brace(s) and/or other supports
  • Nervous system condition, for example, migraine headaches, Parkinson’s disease, multiple sclerosis (MS)
  • Neurodivergence, for example, attention-deficit/hyperactivity disorder (ADHD), autism spectrum disorder, dyslexia, dyspraxia, other learning disabilities
  • Partial or complete paralysis (any cause)
  • Pulmonary or respiratory conditions, for example, tuberculosis, asthma, emphysema
  • Short stature (dwarfism)
  • Traumatic brain injury
Select...

PUBLIC BURDEN STATEMENT: According to the Paperwork Reduction Act of 1995 no persons are required to respond to a collection of information unless such collection displays a valid OMB control number. This survey should take about 5 minutes to complete.