Account Executive - Mid Market, East Coast
Thatch · Remote · US
- Base
- Not disclosed
- OTE
- $200K–$300K
- Quota attainment
- Not disclosed
- Posted
- 4mo ago
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 2h agoon Thatch's careers page
What Thatch sells
Health budgets so workers pick their own coverage
Many workers get a health plan that someone else picked, with little room to fit their life. Thatch gives each employee a real healthcare budget, so they can choose the coverage and care that works for them. The employer gets costs it can predict and control.
In plain English, from their own job posts. Something wrong? Tell us
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Worth a lookSolid on the basics. Use the first call to fill in the gaps.
- Pay
- OTE is listed. Ask what the base is.
- Transparency
- Shares 2 of 5: quota, attainment, deal size, territory, sales cycle.
- Pipeline
- Doesn't say where pipeline comes from. Ask.
- Time on market
- Open 123 days. Ask why it's been hard to fill.
- Company hiring
- 4 sales roles open, hiring at a steady pace.
Red flags
None spotted.
Worth asking about
- Open 90+ days. This role has been posted for three months or more. Ask why it's been hard to fill, and whether anyone left it.
Green flags
- Publishes OTE. It tells you the on-target earnings up front. Most postings don't.
Based only on what the posting says. Flags 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.
This role has been open a while. What's made it hard to fill?
The answer tells you what candidates saw that made them walk.
- 2.
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.
- 3.
What percentage of reps on the team have been here more than 18 months?
Tenure shows whether people stay long enough to get paid.
- 4.
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.
- 5.
Who sits with reps and reviews calls each week?
Coaching is often what's behind a good or bad attainment number.
- 6.
Why is this role open? Did someone leave, or is it new?
New headcount is growth. A replacement means someone left. Ask why.
When the offer comes
Save these for later. They land better once they've said yes to you.
- 1.
Can I see the full comp plan in writing, including clawbacks and accelerators?
What's in writing is what gets paid. Read it before you sign.
- 2.
Can I see the actual comp distribution for the team last year, not just the OTE?
The spread shows what most reps really take home. OTE is just the target.
- 3.
I'd be walking away from earned commission to join. Is there room for a sign-on bonus to help cover that?
Leaving money behind is a fair reason to ask. The worst answer is no.
Josh's top five questions for any sales interview →
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The role
Sell Thatch's employer healthcare budget platform to HR, finance, and executive buyers at 100+ employee companies in the East Coast region, working alongside broker partners on consultative deals.
Mid-Market · Channel
Selling motion
Who you're selling to
- Buyer:
- HR, finance and executive teams at employersIn their words: “you will work with HR, finance, and executive stakeholders at companies with 100+ employees”
- Company size:
- Mid-Market
Pipeline expectations
Compensation
What is not disclosed
This posting doesn't tell you:
- Base salary
- Quota size
- Quota attainment
- Average deal size
The questions above cover the big ones.