Account Executive - Small & Medium Business (SMB)
Skills
- 3–5 years proven sales experience in group insurance, payroll services, or ICHRA solutions
- Strong verbal and written communication with the ability to adjust style by audience
- Comfortable operating in ambiguity and navigating compliance-heavy conversations
- Experience managing pipeline, forecasting, and using CRM tools
- Cross-functional collaboration with product, growth, and customer success teams
- Ability to sell to a range of stakeholders from HR leaders to finance executives
Responsibilities
- Manage a hybrid sales motion balancing fast transactional deals with larger, compliance-heavy opportunities
- Engage and educate key stakeholders (HR leaders, CFOs, other decision makers) on Thatch’s healthcare solutions
- Tailor sales pitches to both technical and non-technical buyers across industries
- Collaborate with product, growth, and customer success to iterate and improve the SMB sales playbook
- Track pipeline metrics rigorously and proactively report trends, forecasts, and blockers
- Contribute to building systems and processes to scale SMB sales repeatably
Education
- Bachelor’s degree preferred or equivalent practical experience
- Relevant insurance or benefits certifications are a plus
Benefits
- Remote-first, fully distributed team
- Competitive base salary with commission/OTE structure
- Equity or stock options (typical for early-stage startups)
- Flexible PTO and remote work flexibility
- Health, dental, and vision benefits (commonly offered at this stage)
- Collaborative, high-velocity startup culture with opportunities to shape process
Average salary estimate
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