Account Executive - Small and Medium Business (SMB)

Thatch; Austin (TX); Remote; USD 140,000 - 160,000; Full time

Job summary

Thatch is seeking an Account Executive for the SMB segment, remotely within the US. You will engage growing businesses navigating healthcare benefits, blending transactional hustle with strategic guidance to drive repeatable success.

You’ll collaborate with product, growth, and customer success to build the SMB sales playbook, manage pipeline, and report forecasts. Travel is occasional, up to 20% of time.

Qualifications

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

Responsibilities

• Manage a hybrid sales motion, balancing 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 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.

Skills

Sales experience

Communication

Ambiguity handling

Job description

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

Location

Remote (US)

Compensation

$140,000 - $160,000 USD

About Thatch

For most people, health insurance is something that happens to them: a plan chosen by someone else, with little room to fit their life. Thatch is changing that. We help companies give every employee a real healthcare budget instead of a one-size-fits-all plan, so people can choose the coverage and care that works for them, and employers get predictable costs they can control.

It’s a simple idea, but making it real means solving hard problems across healthcare, payments, and technology, and we’re just getting started. We look for people who like solving complex problems, use good judgment, and are comfortable working through ambiguity. People here care deeply about our customers, take real responsibility for what gets built, and are driven by doing work that matters.

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.

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.