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The Account Executive will lead consultative sales to companies with 100+ employees, working with HR and finance stakeholders, and refining product positioning while managing sales operations.
About the role
We’re looking for a consultative, strategic Account Executive to join our Mid-Market sales team at Thatch, owning the West Coast Region. Alongside our Broker partners, you will work with HR, finance, and executive stakeholders at companies with 100+ employees to solve complex healthcare challenges. This is an ideal role for someone who can run an exceptional sales process, influence high-level decisions, and help us build a category-defining business.
If multiple regional roles might be a fit for you, please apply to any one, and we’ll review and adjust internally if needed.
What you'll do
- Lead high-stakes consultative sales processes with companies navigating complex benefits needs across the West Coast region.
- Act as a trusted advisor to executive-level buyers in the West Coast, uncovering deep needs and aligning them to Thatch’s solutions.
- Work cross functionally with product teams to refine positioning for this segment.
- Analyze and share insights on the competitive landscape in the West Coast region, influencing go-to-market strategy.
- Drive forecasting accuracy and pipeline health for the West Coast territory through disciplined sales operations.
- Build relationships with existing and new broker partners across the West Coast.
- Travel within the West Coast region to build relationships and support broker partners.
Background we're looking for
- 3+ years of experience as a group insurance, carrier representative, benefits broker / consultant or payroll representative with a strong background in group health insurance.
- Foundational understanding of group health insurance underwriting, including plan design, contribution strategies, and key cost/risk drivers.
- Skilled at leading discovery, building business cases, and influencing multiple stakeholders across finance, HR, and executive teams.
Experience we’d be particularly excited about
- Inquisitive and thoughtful — you know how to ask the right questions and listen deeply.
- Experience in healthcare, insurance, or HR tech is a major plus.
- Passionate about creating a healthcare system that people will love.
- Comfortable managing long and potentially very quick sales cycles and adapting to shifting priorities in a fast-paced environment.
- Someone who consistently embodies the Thatch brand and effectively represents our broker partners and clients.
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 phone screen to talk through your background and interest in Thatch
- 30 minute Zoom meeting with the hiring manager to get a high level understanding your experience and discuss the role
- 45 minute Zoom meeting with the hiring manager to dive deeper into your sales experience
- 30 minute Zoom meeting to meet 3 members of the team
- 30 minute Zoom meeting to go over a case study assignment
- 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.
Top Skills
Crm Software
Healthcare Technology
Salesforce
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