Channel Partnerships Manager

About the role Thatch is on a mission to simplify and modernize health benefits for today's workforce. We're looking for an experienced, highly organized Channel Partnerships Manager to own and grow our partner ecosystem across the Central region. In this role, you'll build relationships with channel partners to generate referral pipeline, manage a high-velocity sales cycle, and navigate a strategic, consultative sales process. You'll balance big-picture partnership strategy with hands-on daily execution, and work closely with Sales, Operations, Product, Finance, and Customer Success to build the infrastructure that lets our go-to-market strategy scale efficiently. What you'll do

• Build and grow a network of insurance brokers and other strategic partners across the Central region
• Develop and execute a regional channel strategy to drive consistent, high-quality referral pipeline
• Lead meetings and presentations with external audiences, including product demos, to introduce partners to Thatch
• Become a product expert on Thatch and develop deep fluency in the broader ICHRA landscape
• Manage a high-velocity partner sales cycle from initial outreach through activation
• Partner cross-functionally with Engineering, Product, and Operations to continuously improve the partner experience
• Collaborate closely with the Sales team to ensure a seamless handoff and onboarding experience for new customers sourced through partners
• Track and report on pipeline, partner performance, and regional growth metrics

Background we're looking for

• 5+ years of channel sales experience, ideally at an early-stage B2B startup
• A proven track record as a consistent top performer on your team
• Experience owning and exceeding an annual sales quota
• Prior experience selling benefits, HR, and/or insurance products
• A builder's mindset—comfortable doing whatever it takes to succeed in a fast-paced, high-growth environment
• Strong communication and relationship-building skills, with the ability to represent Thatch credibly to brokers and partners

Experience we’d be particularly excited about

• Existing relationships in the broker community, especially within the Central region, that you could leverage immediately
• A current or previous broker license in any state
• Experience collaborating across Sales, Operations, Finance, and Customer Success to execute strategic partner initiatives
• Familiarity with ICHRA or defined-contribution health benefits models

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 3-4 members of the team
• 30 minute video meeting with the department leadership to review problem solving and strategy
• 30 minute video meeting with one of our founders to discuss your approach to culture and our operating principles