Account Executive - Small and Medium Business (SMB)
Austin, Texas, United States · Remote Solely
$120k–$140k/yr
Mid level$84M raised
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 bot…
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$120k–$140k/yr
Full-time
Posted 29d ago
~40 hrs/week
Remote in United States
Responsibilities
Manage a hybrid sales motion for SMBs, balancing transactional deals with strategic, compliance-heavy healthcare opportunities. Collaborate with product and growth teams to iterate the SMB sales playbook and track pipeline metrics.
Requirements
Requires 1-3 years of sales experience in group insurance, payroll services, or ICHRA solutions. Candidates must be strong communicators comfortable operating in ambiguous, startup environments.
Full job description
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.
Travel occasionally for team on-sites or key customer meetings, typically under 20 percent.
Background we're looking for
1-3 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.
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.
Combination of payroll and group insurance experience.
Fluency in Spanish is a plus.
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:
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.
Estimated Compensation Range
$140,000—$160,000 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.
Thatch is an all-in-one platform that makes it easy to offer your employees the most personalized healthcare experience. You decide what to spend, and your team gets great health benefits.
Offices: 353 Kearny St, San Francisco, California 94108, US
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