# Account Executive - Small and Medium Business

**Company:** [Thatch](https://hotfix.jobs/companies/thatch)
**Location:** Remote
**Role:** Account Executive
**Salary:** $120k – $140k/yr
**Experience:** 1+ years
**Skills:** Sales, Group Insurance, Payroll Services, Ichra, Hr Tech, Compliance, Pipeline Management, Stakeholder Communication
**Posted:** 2026-06-26

> Account Executive selling healthcare benefits solutions to SMBs, managing transactional and compliance-heavy deals with 1-3 years of relevant sales experience.

## Job Description

## What you'll do
- Manage a hybrid sales motion, balancing fast-moving transactional deals with larger, compliance-involved opportunities.
- Engage key stakeholders and educate them on Thatch’s healthcare solutions.
- Tailor pitches to a mix of technical and non-technical buyers across various industries.
- Work closely with product, growth, and customer success to iterate and improve the SMB sales playbook.
- Track pipeline metrics rigorously and proactively report on trends and forecasts.
- Travel occasionally for team on-sites or key customer meetings, typically under 20 percent.

## Background we're looking for
- 1-3 years of proven sales experience in group insurance, payroll services, or ICHRA solutions.
- Strong communicator who can adjust style based on audience — from HR leaders to CFOs.
- Comfortable operating in ambiguity and navigating compliance-heavy conversations.

## Experience we’d be particularly excited about
- Thrives in a startup environment and excited about building process from the ground up.
- Experience with benefits, HR tech, or compliance-related sales is a bonus.
- Combination of payroll and group insurance experience.

**Note:** The posted compensation range reflects On-Target Earnings (OTE), not base salary.

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