Account Executive - Mid Market, Central
Thatch · Remote · US
Open 1 day
New Business: you win brand-new customers.
- Base
- Not disclosed
- OTE
- $200K–$300K
- Quota attainment
- Not disclosed
- Posted
- Yesterday
Why it matters: OTE tells you what you could earn. Attainment tells you how realistic it is.
Ask: “What percentage of fully ramped reps hit quota last year?”
Still open · checked 3h agoon Thatch's careers page
The job
- What you'd do
- Sell healthcare benefits to medium-size companies with 100+ employees across the Central US, working with brokers and with HR, finance, and executive leaders. Outbound prospecting is part of the job.
- What you'd sell
Gives employees a healthcare budget to pick their own coverage
When a company wants to offer health coverage, it usually picks one plan and gives every employee the same one. The problem is, that one plan rarely fits every person's life, and the company's costs can be hard to predict. Thatch gives each employee a real healthcare budget, so people choose the coverage and care that suits them, and the company gets costs it can control.
In plain English, from their own job posts. Something wrong? Tell me · More HR & payroll companies →
- Who you'd sell to
- HR, finance and executive teams at employers with 100+ employees at medium-size companiesIn their words: “you will work with HR, finance, and executive stakeholders at companies with 100+ employees to solve complex healthcare challenges”
- Where deals come from
- Mostly you. Expect a lot of outbound: cold calls, emails and LinkedIn.
The Braun Read
Strong postingMore honest than most. You know what you're walking into.
- Pay
- OTE is listed. Ask what the base is.
- Transparency
- Shares 2 of 5. Mentions territory and sales cycle. Ask about quota, attainment and deal size.
- Time on market
- Brand new.
- Company hiring
- 6 sales roles open, hiring at a steady pace.
Red lights
None spotted.
Green lights
- Publishes OTE. It tells you the on-target earnings up front. Most postings don't.
Based only on what the posting says. Lights are a starting point for your first call, not a final judgment.
Questions to ask on the first call
Built from what this posting leaves out. How they answer tells you as much as what they say.
- 1.
What percentage of fully ramped reps hit quota last year?
OTE is what you could earn. This is how likely you are to earn it.
- 2.
What percentage of reps on the team have been here more than 18 months?
Tenure shows whether people stay long enough to get paid.
- 3.
Has the comp plan changed in the last 12 to 18 months? What changed?
A plan that changes every year means the goalposts keep moving.
- 4.
Who sits with reps and reviews calls each week?
Coaching is often what's behind a good or bad attainment number.
- 5.
What's the base, and how is the rest paid out?
Before You Apply
Find out where you fit, and where you don't, before you hit submit.
Why I built it this way ↓
Most résumé tools try to make you look like a match. I'd rather help you find out if you are one.
Nothing made up.
Nothing goes on your résumé that you didn't do. If a line would need a number you didn't give me, I ask. I don't guess. On Braun Board it's checked in code, not just promised.
Curiosity before conclusions.
If the job wants something your résumé doesn't show, I ask before I assume. Plenty of sellers have done the thing and just never wrote it down.
Sorting, not selling.
Some jobs won't line up with what you've done. Finding that out before you apply isn't a loss. It's an hour back, spent on a job that fits.
No score.
A match score tells you how well you copied their words. It doesn't tell you whether you'd be good at the job, or happy there.
It's the same way I teach selling. We don't control who says yes. We do control where we spend our time, and whether everything we say is true.
Josh
More on this1 Is the job worth it?
Strong posting. More honest than most. You know what you're walking into.
No red lights. If it fits what you want, the tools below help you get ready.
See the full Braun Read2 Where you fit
Upload once, see where you fit on any job.
Sign in and add your résumé. I'll show you where you line up, ask before I assume, and never add anything you didn't do.
Sign in →What people say about working at Thatch ↓
Got an offer from Thatch? Not sure about it?Ask me. I read every message myself. · JoshAsk Josh
Rather talk it through? Call or text me: 954-695-0844 (text)
Full posting
About Thatch
For most people, health insurance is something that happens to them: a plan chosen by someone else, with little room to fit their life. Thatch is changing that. We help companies give every employee a real healthcare budget instead of a one-size-fits-all plan, so people can choose the coverage and care that works for them, and employers get predictable costs they can control.
It’s a simple idea, but making it real means solving hard problems across healthcare, payments, and technology, and we’re just getting started. We look for people who like solving complex problems, use good judgment, and are comfortable working through ambiguity. People here care deeply about our customers, take real responsibility for what gets built, and are driven by doing work that matters.
About the role
We’re looking for a consultative, strategic Account Executive to join our Mid-Market sales team at Thatch, owning a market within our Central territory. Alongside our Broker partners, you will work with HR, finance, and executive stakeholders at companies with 100+ employees to solve complex healthcare challenges. This is an ideal role for someone who can run an exceptional sales process, influence high-level decisions, and help us build a category-defining business.
Where this role is based
This role covers the Central territory. You’ll own the market where you live. We’re prioritizing candidates who are based in, and well networked in, the market they’d cover. We’re hiring reps who live in, and already have broker relationships in the following markets: Minneapolis–St. Paul, Chicago, Dallas–Fort Worth, Austin, Houston, Kansas City
Please apply to only one territory job post (East, Central, West): the one that includes your market.
What you'll do
- Lead high-stakes consultative sales processes with companies navigating complex benefits needs across your assigned territory.
- Act as a trusted advisor to executive-level buyers in your market, 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 your market, influencing go-to-market strategy.
- Drive forecasting accuracy and pipeline health for the regional territory through disciplined sales operations.
- Build relationships with existing and new broker partners across your market.
- Travel within your assigned territory to build relationships and support broker partners.
Background we're looking for
- 3+ years of experience in group benefits mid-market consulting, specifically tier 1 or tier 2 brokerage firm background, healthcare carrier field representation, payroll sales, or HR tech / SaaS sales is a requirement.
- An established network of brokers and benefits professionals in your market, and a clear plan for where you’d prospect first.
- Strong working knowledge of group medical plans: you can read SBCs, analyze a group’s current benefits, and support quoting. You also understand the basics of underwriting, including plan design, contribution strategies, and key cost and 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
- You’ve built a book of business from scratch and enjoy outbound prospecting.
- Inquisitive and thoughtful — you know how to ask the right questions and listen deeply
- 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.
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, your market, and your interest in Thatch
- 30 minute video meeting with the hiring manager to dive deeper into your sales experience, your broker network, and how you’d build a book in your market
- 30 minute video meeting to meet 2 members of our sales team to discuss your market knowledge, sales approach, and how you’d operate at Thatch
- 30 minute working session with the hiring manager to go over a practical assessment focused on a real scenario you’d see in this role. We’ll share details ahead of time
- 30 minute video meeting with the department head about the mid-market motion and your approach to building a territory
- 30 minute video meeting with one of our 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
$200,000-$300,000 USD