Account Executive – Mid Market, Central (US Remote)

Job Overview

The Account Executive will own consultative mid-market sales across the Central region, working with companies, executive buyers, and broker partners to uncover benefits challenges, build business cases, manage pipeline, and close opportunities involving group health insurance and healthcare solutions.

Key Responsibilities

• Lead high-stakes consultative sales processes with companies across the Central region of the United States.
• Work with organizations navigating complex employee-benefit and healthcare needs.
• Serve as a trusted advisor to executive-level buyers.
• Identify customer needs and align them with Thatch’s solutions.
• Work cross-functionally with Product to refine positioning for the mid-market segment.
• Analyze the competitive landscape across the Central region.
• Share market insights that influence go-to-market strategy.
• Drive forecasting accuracy and maintain strong pipeline health.
• Build relationships with new and existing broker partners.
• Travel within the Central region to support broker relationships and commercial activity.

Required Qualifications

• 3+ years of experience as a group insurance representative, carrier representative, benefits broker or consultant, payroll representative, or in a comparable role with a strong group health insurance background.
• Foundational understanding of group health insurance underwriting.
• Understanding of plan design and employer contribution strategies.
• Understanding of major cost and risk drivers within group health insurance.
• Ability to lead customer discovery conversations.
• Ability to develop strong business cases.
• Ability to influence multiple stakeholders across Finance, HR, and executive teams.

Additional Relevant Experience

• Experience in healthcare, insurance, or HR technology is considered a significant advantage.
• Ability to ask thoughtful questions and listen closely to customer needs.
• Comfort managing both lengthy and potentially very fast sales cycles.
• Ability to adapt to changing priorities in a fast-moving environment.
• Ability to represent Thatch, its customers, and broker partners effectively.
• Interest in improving the healthcare experience for employers and employees.

Sales Focus

• Mid-market enterprise sales
• Group health insurance
• Benefits consulting
• Broker partnerships
• Executive stakeholder management
• Consultative selling
• Business-case development
• Pipeline management
• Sales forecasting
• Healthcare and HR technology
• Territory strategy

Territory & Travel

This role owns Thatch’s Central U.S. region. The employer does not provide the exact states included within that territory in the supplied listing.

The position is remote, but travel within the Central region is required to build relationships and support broker partners.

Compensation

The posted compensation range is $200,000–$300,000 USD per year in On-Target Earnings.

Thatch explicitly states that this range represents OTE rather than base salary. The supplied listing does not provide the base-versus-variable compensation breakdown.

Hiring Process

• 30-minute video meeting covering the candidate’s background and interest in Thatch.
• 45-minute video meeting with the hiring manager focused on experience and sales background.
• 30-minute video meeting with three members of the team.
• 30-minute video meeting covering a case study assignment.
• 30-minute video meeting with the founders focused on culture and operating principles.