Account Executive - Mid Market, East Coast

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 looking for a consultative, strategic Account Executive to join our Mid-Market sales team at Thatch, owning the East Coast Region. Alongside our Broker partners, you will work with HR, finance, and executive stakeholders at companies with 100+ employees to solve complex healthcare challenges. This is an ideal role for someone who can run an exceptional sales process, influence high-level decisions, and help us build a category-defining business.

If multiple regional roles might be a fit for you, please apply to any one, and we’ll review and adjust internally if needed.

What you'll do

• Lead high-stakes consultative sales processes with companies navigating complex benefits needs across the East Coast region.
• Act as a trusted advisor to executive-level buyers in the East Coast, uncovering deep needs and aligning them to Thatch’s solutions.
• Work cross functionally with product teams to refine positioning for this segment.
• Analyze and share insights on the competitive landscape in the East Coast region, influencing go-to-market strategy.
• Drive forecasting accuracy and pipeline health for the East Coast territory through disciplined sales operations.
• Build relationships with existing and new broker partners across the East Coast.
• Travel within the East Coast region to build relationships and support broker partners.

Background we're looking for

• 3+ years of experience in group benefits mid-market consulting, specifically tier 1 or tier 2 brokerage firm background, healthcare carrier field representation, payroll sales, or HR tech / SaaS sales is a requirement.
• Foundational understanding of group health insurance underwriting, including plan design, contribution strategies, and key cost/risk drivers.
• Skilled at leading discovery, building business cases, and influencing multiple stakeholders across finance, HR, and executive teams.

Experience we’d be particularly excited about

• Inquisitive and thoughtful - you know how to ask the right questions and listen deeply
• Passionate about creating a healthcare system that people will love.
• Comfortable managing long and potentially very quick sales cycles and adapting to shifting priorities in a fast-paced environment.
• Someone who consistently embodies the Thatch brand and effectively represents our broker partners and clients.
• This role covers the East region, and we are prioritizing candidates based in Georgia, Pennsylvania, North Carolina and Florida to support travel and territory coverage, but candidates in other locations will also be considered.

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
• 45 minute video meeting with the hiring manager to get a high level understanding of your experience and deep into your sales experience
• 30 minute video meeting to meet 3 members of the team
• 30 minute video meeting to go over a case study assignment
• 30 minute video meeting with our 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.

Estimated Compensation Range$200,000-$300,000 USD