---
title: 'Channel Partnerships Manager at Thatch'
canonical: 'https://feeny.ai/job/channel-partnerships-manager-thatch-united-states-qq20td9qk2z8'
type: 'job'
last_seen: '2026-09-14'
---

# Channel Partnerships Manager at Thatch

- **Company:** Thatch
- **Location:** United States
- **Compensation:** $125k–$150k
- **Work type:** remote
- **Posted:** 2026-07-16
- **Last confirmed live:** 2026-09-14
- **Apply:** https://thatch.com/jobs/5358793008?gh_jid=5358793008

## Job description

## About the role

Thatch is on a mission to simplify and modernize health benefits for today's workforce. We're looking for an experienced, highly organized Channel Partnerships Manager to own and grow our partner ecosystem across the Central region.

In this role, you'll build relationships with channel partners to generate referral pipeline, manage a high-velocity sales cycle, and navigate a strategic, consultative sales process. You'll balance big-picture partnership strategy with hands-on daily execution, and work closely with Sales, Operations, Product, Finance, and Customer Success to build the infrastructure that lets our go-to-market strategy scale efficiently.

## What you'll do

- Build and grow a network of insurance brokers and other strategic partners across the Central region
- Develop and execute a regional channel strategy to drive consistent, high-quality referral pipeline
- Lead meetings and presentations with external audiences, including product demos, to introduce partners to Thatch
- Become a product expert on Thatch and develop deep fluency in the broader [ICHRA](https://thatch.ai/ichra) landscape
- Manage a high-velocity partner sales cycle from initial outreach through activation
- Partner cross-functionally with Engineering, Product, and Operations to continuously improve the partner experience
- Collaborate closely with the Sales team to ensure a seamless handoff and onboarding experience for new customers sourced through partners
- Track and report on pipeline, partner performance, and regional growth metrics

Background we're looking for

- 5+ years of channel sales experience, ideally at an early-stage B2B startup
- A proven track record as a consistent top performer on your team
- Experience owning and exceeding an annual sales quota
- Prior experience selling benefits, HR, and/or insurance products
- A builder's mindset—comfortable doing whatever it takes to succeed in a fast-paced, high-growth environment
- Strong communication and relationship-building skills, with the ability to represent Thatch credibly to brokers and partners

## Experience we’d be particularly excited about

- Existing relationships in the broker community, especially within the Central region, that you could leverage immediately
- A current or previous broker license in any state
- Experience collaborating across Sales, Operations, Finance, and Customer Success to execute strategic partner initiatives
- Familiarity with ICHRA or defined-contribution health benefits models

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 3-4 members of the team
- 30 minute video meeting with the department leadership to review problem solving and strategy
- 30 minute video meeting with one of our founders to discuss your approach to culture and our operating principles

Estimated Compensation Range $125,000—$150,000 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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