Account Executive - Small and Medium Business (SMB)

Thatch Health; Austin (TX); Hybrid; USD 120,000 - 140,000; Full time

Job summary

Thatch Health is looking for a driven Account Executive to join our SMB segment in Austin, Texas. You will engage with businesses navigating healthcare benefits and work cross-functionally to drive success.

The ideal candidate should have 1 to 3 years of sales experience in group insurance or payroll services, with the ability to adapt communication style for various audiences. Join us at Thatch to help redefine healthcare for small and medium businesses.

Qualifications

• 1 to 3 years of proven sales experience in group insurance, payroll services, or ICHRA solutions.
• Strong communicator who can adjust style based on audience.
• Comfortable operating in ambiguity and navigation compliance-heavy conversations.

Responsibilities

• Manage a hybrid sales motion balancing transactional deals with compliance-heavy opportunities.
• Engage key stakeholders and educate them on Thatch’s healthcare solutions.
• Tailor pitches to technical and non-technical buyers across various industries.

Skills

Sales experience

Strong communication

Navigating compliance

Job description

Account Executive - Small and Medium Business (SMB) at Thatch

Location: Austin, Texas, United States

Compensation: $120,000 - $140,000 USD (On-Target Earnings, not base salary)

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 processes from the ground up.
• Experience with benefits, HR tech, or compliance‑related sales is a bonus.
• Combination of payroll and group insurance experience.

What to expect

We interview rigorously based on integrity, talent, and drive; the trust we display in our teammates from day one 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.

Equal Employment Opportunity Information

To help us comply with federal and state equal opportunity employment regulations, we invite you to voluntarily provide the following demographic information. This data is collected for statistical reporting purposes only and plays no role in the evaluation of your application. Your decision to provide or withhold this information will not impact your candidacy in any way. We appreciate your participation in helping us foster a fair and inclusive hiring process.