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Account Executive - Small & Medium Business (SMB)

Remote (US)

About the role

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 sales 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 — the entire interview process is typically complete within 2 weeks. We will conduct the following interviews:

  • 30 minute Zoom meeting to talk about Thatch, your background, and answer any questions about the role.
  • 45 minute Zoom meeting to hear more about your experience and how you'd approach working in the role.
  • Three 30 minute zooms with additional Thatch teammates to access your skill sets.
  • Take home project to assess your functional expertise for the role you're applying for and a 30 minute meeting to review the assignment.
  • 30 minute Zoom meeting with our founders to discuss your approach to culture and our operating principles.
  • Final 30 minute call to answer any outstanding questions.

Estimated Compensation Range

$150,000 - $200,000 USD

 

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.

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