Account Executive - Mid Market

What you'll do

• 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.

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.