Remote Strategic Partnerships Lead — Scale Our Partner Network

Thatch; New York (NY); Hybrid; USD 150,000 - 210,000; Full time

Job summary

Thatch is seeking a Strategic Partnerships Manager to own and grow the partner ecosystem behind Thatch Market. You will manage and expand existing partnerships, identify where to expand, and source and close new partners that drive our business.

This high-ownership role requires strong cross-functional collaboration with Product, Engineering, and Marketing to launch and ensure long-term success across the Market and broader Thatch initiatives.

Qualifications

• 4+ years of experience in strategic partnerships, business development, or a similar role.
• Proven track record of sourcing, negotiating, and closing partnerships.
• Experience building partnerships after launch and growing them over time.
• Strong commercial judgment and comfort navigating deal structure, economics, and tradeoffs.
• Ability to see beyond the immediate deal and identify broader opportunities for a partnership.
• Strong cross-functional collaboration skills.

Responsibilities

• Own our partner ecosystem, managing portfolio performance, renewals, growth opportunities, and offboarding.
• Identify next opportunities, gaps in the Market, and determine which partners/categories to pursue.
• Source, pitch, negotiate, and close strategic healthcare and service partners.
• Structure commercial models that work for Thatch and partners with clear economics and tradeoffs.
• Partner with Product, Engineering, Marketing to launch and optimize partnerships over time.

Skills

Strategic partnerships

Job description

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Strategic Partnerships Manager at Thatch

Location

Austin, Texas; New York, New York; San Francisco, California; Remote (US)

Compensation

$150,000 - $210,000 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

Thatch Market is growing, and so is the partner ecosystem behind it. We’re looking for a Strategic Partnerships Manager to own the partners already powering the Market and help decide who we bring in next.

You’ll manage and grow our existing partnerships, identify where the Market should expand, and source and close the partners that can get us there. You’ll build deep relationships with our partners and look for opportunities to expand what we can do together, both within the Market and across Thatch.

This is a high-ownership role with the opportunity to shape what Thatch Market becomes as we scale.

What you will do

• Own our partner ecosystem. Manage our portfolio of Market partners, from performance and ongoing relationships to renewals, growth opportunities, and offboarding.
• Figure out what’s next. Understand what our members need, identify gaps in the Market, and determine which partners and categories we should pursue.
• Bring great partners to Thatch. Source, pitch, negotiate, and close strategic healthcare and service partners.
• Build partnerships that make sense. Structure commercial models that work for Thatch and our partners, with a clear understanding of the economics and tradeoffs behind them.
• Make partnerships work in practice. Partner closely with Product, Engineering, Marketing, and other teams to launch new partnerships, solve problems, and make them successful over time.

What we're looking for

• 4+ years of experience in strategic partnerships, business development, or a similar role, ideally in technology.
• A track record of personally sourcing, negotiating, and closing strategic partnerships.
• Experience building and owning strong partner relationships after launch and growing them over time.
• Strong commercial judgment and comfort navigating deal structure, economics, and tradeoffs.
• The ability to see beyond the immediate deal and identify broader opportunities for a partnership.
• Strong cross-functional skills and the ability to move work forward across multiple teams.

Experience that stands out

• Experience in healthcare, benefits, fintech, or another complex industry.
• Experience building partnerships that are closely connected to a product or customer experience.
• Experience working closely with Product and Engineering to turn partner needs into scalable solutions.
• Unshakable optimism in the face of adversity.

How we work

• We give people ownership and trust them to make good decisions.
• We move quickly, learn from customers, and improve continuously.
• We solve hard problems together, regardless of team or title.
• We care more about building the right thing than following a perfect process.

What to expect

We aim to keep the process thoughtful, rigorous, and efficient. Most candidates complete it within three weeks. You can expect:

• An initial conversation with a recruiter.
• A conversation with the hiring manager to dig into your experience and the role.
• Conversations with teammates across business development, product, and engineering.
• A final conversation with executive leadership.

Apply for this position

Legal First Name * Last Name * Preferred First Name Email * Phone * Resume/CV * Cover Letter LinkedIn Profile * Tell us about a strategic partnership you personally sourced and closed. What was the partnership, what did you own, and what was the outcome? * Tell us about a partner relationship you owned after launch. What were you responsible for, and how did you measure or grow the partnership over time? * Remote work location (City, State) * Will you require visa sponsorship for employment authorization in the US, either now or in the future? *

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.

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