Lead consultative Mid-Market sales across the East Coast, managing broker relationships and executive stakeholders at 100+ employee companies. Drive discovery, build business cases, influence product positioning, maintain pipeline and forecasts, analyze competitive landscape, and travel regionally to support partners.
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
About Thatch
We’re a fully distributed early stage company using technology to change the way America does healthcare. We’re a happy, friendly, high-velocity team. You can read more on Thatch here.
Thatch (thatch.ai) San Francisco, California, USA Office
353 Kearny St, San Francisco, California, United States, 94108
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