Account Executive - Small & Medium Business (SMB)

Thatch Health; United States; Remote; USD 70,000 - 120,000; Full time

Job summary

Thatch Health is seeking a driven Account Executive for its SMB segment. This remote role involves engaging with businesses navigating healthcare benefits, managing sales motions, and collaborating cross-functionally. Ideal candidates will have a strong SaaS sales background and thrive in a dynamic startup environment.

Qualifications

• 3–5+ years in a SaaS sales role, ideally across both transactional and strategic motions.
• Strong communicator who can adjust style based on audience.
• Experience with benefits, HR tech, or compliance-related sales is a bonus.

Responsibilities

• Manage a hybrid sales motion, balancing transactional deals with compliance-involved opportunities.
• Engage key stakeholders and educate them on healthcare solutions.
• Track pipeline metrics rigorously and report on trends.

Skills

Communication

Sales Strategy

Stakeholder Engagement

Adaptability

Job description

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

Location Remote (US)

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.

Background we're looking for

• 3–5+ years in a SaaS sales role, ideally across both transactional and strategic motions.
• 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.

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 — the entire interview process is typically complete within 2 weeks. We will conduct the following interviews:

• 30 minute Zoom meeting to talk about Thatch, your background, and answer any questions about the role.
• 45 minute Zoom meeting to hear more about your experience and how you'd approach working in the role.
• Three 30 minute zooms with additional Thatch teammates to access your skill sets.
• Take home project to assess your functional expertise for the role you're applying for and a 30 minute meeting to review the assignment.
• 30 minute Zoom meeting with our founders to discuss your approach to culture and our operating principles.
• Final 30 minute call to answer any outstanding questions.

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