Account Executive - Mid Market, West Coast

• Lead high-stakes consultative sales processes with companies navigating complex benefits needs across the West Coast region.
• Act as a trusted advisor to executive-level buyers in the West 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 West Coast region, influencing go-to-market strategy.
• Drive forecasting accuracy and pipeline health for the West Coast territory through disciplined sales operations.
• Build relationships with existing and new broker partners across the West Coast.
• Travel within the West Coast region to build relationships and support broker partners.

• 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.

• 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.

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.