Account Executive - Small & Medium Business (SMB) - Remote

Overview

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.

In Short

• 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.

Requirements

• 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.

Benefits

• 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.