About the role We’re looking for a consultative, strategic Account Executive to join our Mid-Market sales team at Thatch, owning the West Coast Region. 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. If multiple regional roles might be a fit for you, please apply to any one, and we’ll review and adjust internally if needed. What you'll do - Lead high-stakes consultative sales processes with companies navigating complex benefits needs across the West Coast region. - Act as a trusted advisor to executive-level buyers in the West Coast, 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 the West Coast region, influencing go-to-market strategy. - Drive forecasting accuracy and pipeline health for the West Coast territory through disciplined sales operations. - Build relationships with existing and new broker partners across the West Coast. - Travel within the West Coast region to build relationships and support broker partners. Background we're looking for - 3+ years of experience as a group insurance, carrier representative, benefits broker / consultant or payroll representative with a strong background in group health insurance. - Foundational understanding of group health insurance underwriting, including plan design, contribution strategies, and key cost/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 - Inquisitive and thoughtful — you know how to ask the right questions and listen deeply. - Experience in healthcare, insurance, or HR tech is a major plus. - 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 and interest in Thatch - 45 minute video meeting with the hiring manager to get a high level understanding of your experience and deep into your sales experience - 30 minute video meeting to meet 3 members of the team - 30 minute video meeting to go over a case study assignment - 30 minute video meeting with 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 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.

• Effectively educate and engage healthcare professionals in dialogue about clinical evidence, approved indications, and product efficacy/safety profiles to support on-label prescribing for appropriate patients • Function independently with sales proficiency to drive sales performance and ensure sales forecasts and assigned budgets meet or exceed therapeutic and territory expectations • Build and develop professional relationships with (but not limited to) primary care healthcare professionals, pharmacy staff, within assigned customers and territory • Develop and maintain in-depth knowledge of market, demographic, and managed care information relative to assigned territory • Drive appropriate utilization of approved primary care product(s); the incumbent will work closely with cross-functional partners to generate pull-through within local payers, community HCPs, etc. • Work with District Sales Manager and Regional Sales Director to develop a local strategy and business plan to generate high-performing sales in assigned territory • Capitalize on formulary approvals and other opportunities through effective implementation of targeting plans by using a wide variety of promotional, digital, personnel resources and analytical tools to enhance effectiveness in assigned sales territory, based on local assessment of customer needs. • Leverage expertise and knowledge of primary care marketplace, applicable competitors, industry and cross-functional activities/plans to anticipate and effectively manage business opportunities and challenges • Provide special education to healthcare providers through appropriate programs that fall within Shionogi’s guidelines • Provide relevant, thoughtful input to other commercial colleagues (e.g. sales leadership, regional account managers) in regard to strategic and tactical planning for territory, area, and region • Prioritize time and effort to ensure optimal coverage of appropriate physician targets based on opportunity and potential through in-person and virtual discussions • Understand fully the assigned customers’ product and business needs and works to meet those needs while adhering to all of Shionogi company ethics and compliance standards • Anticipate potential barriers to achievement of goals and proposes responsible solutions for success • Handle customer objections effectively and exceed customer expectations with the value they bring to physicians. • Occasionally will be called on to share your exemplary skills with others in the region in a training capacity • Leverage and embrace emerging technologies to enhance performance, while continuously striving to improve your proficiency • Understand and comply with pharmaceutical industry guidelines and regulations and apply high ethical standard in day-to-day work

• Establish and grow relationships with strategic accounts • Assist firms in developing their online strategies • Manage the pre-sales process and ensure commitments are delivered • Work as part of a coordinated sales team and collaborate with partners • Monitor strategic accounts progress through the sales cycle • Update CRM system with all client communications • Manage inbound sales calls and support Senior Account Managers to manage tickets

• Prospect and develop new business opportunities in the telecommunications sector across international markets • Identify and approach ISPs, telecom operators, and technology integrators • Work with clients in English and collaborate internally in Spanish • Present and demonstrate the OZmap platform to potential clients • Manage the full sales cycle: prospecting, discovery, proposal, and closing • Build and maintain long-term relationships with strategic clients • Collaborate with technical and product teams to meet client needs • Keep the CRM updated with commercial opportunities • Participate in meetings, demos, and industry events • Actively contribute to OZmap’s global expansion strategy.