You will directly influence how Thatch competes and wins in the market, serving as a consultative expert who helps our largest employer prospects and their brokers as they evaluate whether an Individual Coverage Health Reimbursement Arrangement (ICHRA) is the right fit for their organization. You’ll serve as a consultative expert, guiding prospects through the complexities of ICHRA, assessing their unique needs, and delivering tailored pricing and contribution strategies. By balancing the priorities of price, robustness of coverage, and provider networks, you’ll help employers make informed healthcare decisions that support their business and their employees.
This role requires both analytical and strategic skillset. You will partner closely with Sales, Channel Partnerships, Broker Operations, Product, Finance, and Deal Desk.
Strong candidates will have the ability to become internal thought leaders as Thatch scales from 0-1. You will have the ability to become an internal thought leader and make a meaningful impact on the business. As Thatch scales, this role offers opportunities to shape team strategy, mentor future Solutions Consultants, and influence product development.
Strategic Deal Support
- Partner with Sales throughout the deal cycle as a trusted pricing and commercial advisor.
- Evaluate customer requirements and translate them into mutli-year contribution strategy recommendations.
- Communicate change management considerations and employee experience implications while balancing pricing rationale and commercial value to prospective clients and brokers.
- Translate complex ICHRA regulations and market dynamics into clear guidance for brokers, prospects, and internal teams
Benefits Strategy & Execution
- Partner closely with Account Executive and Channel Partners to conduct meaningful first impressions with brokers and prospective clients.
- Prepare strategic recommendations to discuss potential strategies and educate brokers and prospects about Thatch and ICHRA as an alternative solution to support business goals.
- Analyze market data and plan options to surface key trade-offs and inform prospect decision-making
- Drives strategic inputs into renewal, retention, and expansion motions for high-touch customers, in close partnership with Customer Success and Sales
Compliance
- Stay current on evolving ICHRA regulations, Internal Revenue Service guidance, and Department of Labor requirements to ensure accurate client advisement
- Familiarity with benefits compliance and ICHRA regulations. Ability to understand and articulate compliance to the GTM team.
- Identify and articulate compliance risks to prospective employers.
- Contribute to the ongoing refinement of knowledge sharing and internal compliance in partnership with legal and solutions.
Cross-Functional Collaboration
- Translate field insights into recommendations for market trends, product enhancements, and sales enablement opportunities.
- Contribute to the development of tools, workflows, and processes that improve deal velocity and quality.
Analytics & Continuous Improvement
- Translate prospect objectives into measurable ROI projections.
- Proactively uncover opportunities to streamline commercial workflows and represent solutions within the business.
- Work with Sales Operations identify patterns in wins, losses, and discounting to recommend improvements to better position Thatch.
- 3-7 years of experience in benefits consulting, underwriting, or in a similar role within the health insurance or employee benefits space.
- Strong analytical skills with the ability to interpret healthcare plans, pricing, and coverage details.
- Excellent communication and consultative skills to guide brokers and employers through complex decisions.
- Experience working with brokers, health insurance products, employee benefits, or HR technology.
- Ability to manage multiple stakeholders and balance competing priorities.
- Highly organized with attention to detail in creating proposals and financial analyses.
- Familiarity with fast-paced, high-growth environments.
- Familiarity with ICHRA and other employer-sponsored healthcare models.
- Deep understanding of group health plan dynamics, plan selection, and contribution strategies.
- Comfort with data analysis, Excel modeling, and pricing scenarios to inform employer decisions.
- Experience working directly with brokers and employers in an advisory capacity.
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
- 45 minute video meeting to meet 2-3 members of the team
- 45 minute video meeting with the hiring manager to work through a live case study
- 30 minute video meeting with one of our founders to discuss your approach to culture and our operating principles
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.
Top Skills
Thatch (thatch.ai) San Francisco, California, USA Office
353 Kearny St, San Francisco, California, United States, 94108
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