Lead consultative Mid-Market sales across the East Coast, managing broker relationships and executive stakeholders at 100+ employee companies. Drive discovery, build business cases, influence product positioning, maintain pipeline and forecasts, analyze competitive landscape, and travel regionally to support partners.
About the role
We’re looking for a consultative, strategic Account Executive to join our Mid-Market sales team at Thatch, owning the East Coast 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 East Coast region.
- Act as a trusted advisor to executive-level buyers in the East 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 East Coast region, influencing go-to-market strategy.
- Drive forecasting accuracy and pipeline health for the East Coast territory through disciplined sales operations.
- Build relationships with existing and new broker partners across the East Coast.
- Travel within the East Coast 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 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
Cloud • Fintech • Software • Business Intelligence • Consulting • Financial Services
Provide inbound application and functional support for iSolved HCM by phone, video, email, and webform. Triage and resolve payroll and HCM issues, escalate as needed, schedule follow-ups, maintain customer records and documentation, and help customers optimize use of the HCM solution.
Top Skills:
Isolved HcmMS OfficeVideo ConferencingWeb-Based Applications
Food • Retail • Sales • Manufacturing
The Business Development Manager partners with Sales Leadership to develop growth strategies, leverage relationships, conduct analyses, and identify business opportunities to enhance revenue in new businesses.
Top Skills:
ExcelIriMicrosoft 365Power BITableau
Artificial Intelligence • Cloud • HR Tech • Information Technology • Productivity • Software • Automation
Design, develop, and maintain backend services and APIs for the Access Review feature within an IAM platform. Lead development of identity lifecycle features (provisioning, de-provisioning, access policies), implement logging/monitoring/auditing, and improve platform performance, scalability, and security through code reviews, testing, and refactoring while collaborating with cross-functional teams.
Top Skills:
AWSAzureCachingDistributed SystemsDockerGoGoogle Cloud PlatformIamJavaKubernetesMicroservicesNoSQLRestful ApisSQL
What you need to know about the Chicago Tech Scene
With vibrant neighborhoods, great food and more affordable housing than either coast, Chicago might be the most liveable major tech hub. It is the birthplace of modern commodities and futures trading, a national hub for logistics and commerce, and home to the American Medical Association and the American Bar Association. This diverse blend of industry influences has helped Chicago emerge as a major player in verticals like fintech, biotechnology, legal tech, e-commerce and logistics technology. It’s also a major hiring center for tech companies on both coasts.
Key Facts About Chicago Tech
- Number of Tech Workers: 245,800; 5.2% of overall workforce (2024 CompTIA survey)
- Major Tech Employers: McDonald’s, John Deere, Boeing, Morningstar
- Key Industries: Artificial intelligence, biotechnology, fintech, software, logistics technology
- Funding Landscape: $2.5 billion in venture capital funding in 2024 (Pitchbook)
- Notable Investors: Pritzker Group Venture Capital, Arch Venture Partners, MATH Venture Partners, Jump Capital, Hyde Park Venture Partners
- Research Centers and Universities: Northwestern University, University of Chicago, University of Illinois Urbana-Champaign, Illinois Institute of Technology, Argonne National Laboratory, Fermi National Accelerator Laboratory
