---
title: 'Account Executive - Small and Medium Business (SMB) at Thatch'
canonical: 'https://feeny.ai/job/account-executive-small-and-medium-business-smb-thatch-austin-texas-nena19pm5wxn'
type: 'job'
last_seen: '2026-09-07'
---

# Account Executive - Small and Medium Business (SMB) at Thatch

- **Company:** Thatch
- **Location:** Austin Texas, United States
- **Compensation:** $140k–$160k
- **Posted:** 2026-06-26
- **Last confirmed live:** 2026-09-07
- **Apply:** https://thatch.com/jobs/5283128008?gh_jid=5283128008

## Job description

## About the role

We’re hiring a driven and adaptable Account Executive to join our SMB segment at Thatch. In this role, you’ll engage with growing businesses navigating healthcare benefits for the first time — blending both transactional hustle and strategic guidance. You’ll work cross-functionally, communicate clearly, and help us build the systems that power repeatable success in this space.

## 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.
- Fluency in Spanish is a plus.

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
- 30 minute video meeting with the hiring manager to dive deeper into your experience and the role
- 30 minute video meeting to meet 2-3 members of the team
- 30 minute video meeting to go over a case study assignment
- 30 minute video meeting with our Sales Leadership and one of our Co-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 $140,000—$160,000 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](https://thatch.ai/company).

## About Thatch

## Company Overview
- **One-liner**: Thatch is a modern health benefits platform that uses an ICHRA to let employers set a budget and empower employees to choose and manage their own healthcare plans and spending.
- **Entity Type**: Private (Series B)
- **Headquarters**: San Francisco, California, United States
- **Founded**: 2021
- **Founders**: Not publicly available

## Core Business
- **Primary industries**: Health benefits, Fintech (healthcare payments)
- **Target customers**: B2B – small-to-medium businesses and mid-market employers
- **Mission/purpose**: “Building a healthcare system people love”

## Products & Services
- **Thatch Platform**: All-in-one ICHRA-based benefits platform. Employers set a budget; employees choose their own health, dental, and vision insurance from top carriers and spend leftover funds on healthcare costs.
- **Ask Thatch**: AI-powered 24/7 text-based support for compliance, expense verification, and account questions.
- **Thatch Visa Debit Card**: Employees use the card to pay for prescriptions, copays, therapy, and other eligible healthcare costs from their budget.
- **Insurance Marketplace**: Access to plans from national carriers, selected directly by employees.
- **Benefits Marketplace**: Curated ecosystem of health and wellness services available with tax-free allowance.

## Market Standing
- **Valuation**: Not disclosed
- **Key Metric**: Total funding of **$84M** (as of April 2025)
- **Notable Investors**: General Catalyst, Index Ventures (led Series A and Series B), Google Ventures (led Seed round)
- **Growth Signals**: 4,000+ employers using Thatch; **208 employees** (monthly growth +10.5%); Series B raised $40M in April 2025; transparent support metrics (CSAT 99.9%, enrollment accuracy 83% vs. industry avg 76%).

## Competitive Advantages
- **ICHRA-native model** offers maximum flexibility and personalization compared to traditional group plans.
- **Works out of the box** with any payroll provider and insurance plan – no integration or implementation required.
- **5-minute setup** and ability to switch any time of year (not just open enrollment).
- **Transparent CX metrics** published publicly (response time, CSAT, enrollment accuracy).
- **Visa debit card** seamlessly extends the budget to out-of-pocket costs.

## Strategic Focus
- Scale employer adoption across SMB and mid-market segments.
- Deepen the benefits marketplace with more high-impact wellness partners.
- Build robust financial infrastructure for balances, premiums, and reimbursements.
- Expand data and analytics capabilities to drive insights and predictive features.

## Why Work Here
- **Remote-first** with optional in-person hubs in San Francisco and Austin.
- **Team caliber**: Colleagues from Stripe, Ramp, Rippling, Shopify, and Robinhood.
- **Energizing offsites** in beautiful locations.
- **Flexible home office budget** for remote work setup.
- **Operating principles**: Bias for action, relentless resourcefulness, high trust environment.
- **20 open roles** across Engineering, Operations, Growth, and Account Management.
- **High impact** at a fast-growing startup redefining healthcare benefits.

## Sources
1. [thatch.com](https://thatch.com/)
2. [thatch.com/company](https://thatch.com/company)
3. [thatch.com/jobs](https://thatch.com/jobs)
4. [LinkedIn](https://www.linkedin.com/company/thatch-com)
5. [CB Insights](https://www.cbinsights.com/company/thatch-2)

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