Drive consultative mid-market sales across the Central region, advising executive HR and finance stakeholders on group health solutions. Manage full sales cycle, build broker partnerships, influence product positioning, analyze competitive landscape, maintain pipeline and forecasting, and travel regionally to support brokers and clients.
About the role
We’re looking for a consultative, strategic Account Executive to join our Mid-Market sales team at Thatch, owning the Central 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 Central region of the US.
- Act as a trusted advisor to executive-level buyers in the Central region, 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 Central region, influencing go-to-market strategy.
- Drive forecasting accuracy and pipeline health for the Central territory through disciplined sales operations.
- Build relationships with existing and new broker partners across the Central region.
- Travel within the Central region to build relationships and support broker partners.
Background we're looking for
- 3+ years of experience as a group insurance, carrier representative, benefits broker / consultant or payroll representative with a strong background in group health insurance.
- 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.
- Experience in healthcare, insurance, or HR tech is a major plus.
- 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.
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 dive 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.
Similar Jobs
HR Tech • Information Technology • Professional Services • Sales • Software
Manage the full sales cycle for mid-market (250–1000 employee) customers in Central & West regions: prospect, demo product, build pipeline, forecast and close deals, record activity in Salesforce, attend events, and collaborate with Sales Engineers and BDRs to hit revenue targets.
Top Skills:
HrisSaaSSalesforce
Cloud • Information Technology • Productivity • Security • Software • App development • Automation
Manage a book of 45-75 mid-market accounts to drive net new growth and expansion against a $2-4M quota. Lead cross-functional deal teams, build executive relationships, apply MEDDPICC to qualify and close complex multithreaded SaaS deals, negotiate contracts, source and qualify pipeline, provide accurate forecasting, and collaborate with partners and internal teams. Travel occasionally.
Top Skills:
ConfluenceJira Service ManagementJira Software
Artificial Intelligence • Big Data • Machine Learning • Security • Software • Cybersecurity • Big Data Analytics
Own the full sales cycle for mid-market accounts (1,000–10,000 employees), build net-new pipeline, engage technical and business stakeholders, coordinate POCs/demos with Sales Engineering, leverage AI tools for account planning and outreach, drive closes and expansion, and partner with Customer Success for onboarding and growth.
Top Skills:
Ai ToolsClaudeGranolaPythonSalesforceZoom Ai
What you need to know about the Seattle Tech Scene
Home to tech titans like Microsoft and Amazon, Seattle punches far above its weight in innovation. But its surrounding mountains, sprinkled with world-famous hiking trails and climbing routes, make the city a destination for outdoorsy types as well. Established as a logging town before shifting to shipbuilding and logistics, the Emerald City is now known for its contributions to aerospace, software, biotech and cloud computing. And its status as a thriving tech ecosystem is attracting out-of-town companies looking to establish new tech and engineering hubs.
Key Facts About Seattle Tech
- Number of Tech Workers: 287,000; 13% of overall workforce (2024 CompTIA survey)
- Major Tech Employers: Amazon, Microsoft, Meta, Google
- Key Industries: Artificial intelligence, cloud computing, software, biotechnology, game development
- Funding Landscape: $3.1 billion in venture capital funding in 2024 (Pitchbook)
- Notable Investors: Madrona, Fuse, Tola, Maveron
- Research Centers and Universities: University of Washington, Seattle University, Seattle Pacific University, Allen Institute for Brain Science, Bill & Melinda Gates Foundation, Seattle Children’s Research Institute
