Account Executive - Small and Medium Business (SMB)

Thatch Open · verified Sep 11, 2026

Austin Mid-level Account Executive

Mid-level Account Executive role at Thatch. Austin · $140,000–$160,000 base.

SalaryStated by Thatch

$140,000 – $160,000

Base salary for this role, in USD per year, as published in the posting.

Role brief

Growth Roles summary, based on the employer's posting.

What you'll do

Run a sales motion spanning quick transactions and compliance-heavy opportunities
Explain Thatch’s healthcare solutions to key decision-makers
Adapt pitches for technical and non-technical buyers across industries
Work with product, growth, and customer success to refine the SMB playbook
Track pipeline metrics and proactively report trends and forecasts

What you bring

One to three years of sales experience in group insurance, payroll services, or ICHRA solutions
Clear communication skills for audiences from HR leaders to CFOs
Comfort with ambiguity and compliance-focused conversations

Who this fits

You’ll suit an early-stage, fully distributed startup where you help build repeatable sales processes. The role fits someone who can shift between transactional selling, strategic guidance, and compliance discussions. It is based in Austin and includes occasional travel for team on-sites or customer meetings, typically under 20 percent.

From the employer

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.