Account Executive - Mid Market at Thatch

About the role

We’re looking for a consultative, strategic Account Executive to join our Mid-Market sales team at Thatch. You’ll 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.

What you’ll do

• Lead high-stakes consultative sales processes with companies navigating complex benefits needs.
• Act as a trusted advisor to executive-level buyers, uncovering deep needs and aligning them to Thatch’s solutions.
• Partner with marketing and product teams to refine positioning for this segment.
• Analyze and share insights on the competitive landscape, influencing go-to-market strategy.
• Drive forecasting accuracy and pipeline health through disciplined sales operations.

Background we're looking for

• 5+ years of SaaS sales experience, ideally with Mid-Market or Enterprise customers.
• Skilled at leading discovery, building business cases, and influencing multiple stakeholders.

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.
• Comfortable managing long sales cycles and adapting to shifting priorities in a fast-paced environment.

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 — the entire interview process is typically complete within 2 weeks. We will conduct the following interviews:

• 30 minute Zoom meeting to talk about Thatch, your background, and answer any questions about the role.
• 45 minute Zoom meeting to hear more about your experience and how you'd approach working in the role.
• Three 30 minute zooms with additional Thatch teammates to access your skill sets.
• Take home project to assess your functional expertise for the role you're applying for and a 30 minute meeting to review the assignment.
• 30 minute Zoom meeting with our founders to discuss your approach to culture and our operating principles.
• Final 30 minute call to answer any outstanding questions.