Sales Development Representative

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

As a Sales Development Representative (SDR) you will play an important role on Sales team by being the initial point of contact connecting with employers, brokers, and partners to introduce Thatch. You will manage the beginning of the Thatch sales process and partner closely with the Account Executive team who will execute on closing sales opportunities. You’ll use email, LinkedIn, and cold calling to identify prospects, qualify leads, and schedule high-quality demos for the sales team.

What you'll do

• Outbound Prospecting: Identify and engage brokers and partners through strategic outreach, leveraging personalized email campaigns, LinkedIn messaging, and cold calls.
• Lead Qualification: Qualify leads and help support our broker and platforms partners drive higher quality leads to Thatch.
• Appointment Setting: Schedule high-quality demos for the sales team by effectively communicating Thatch’s value proposition.
• CRM Management: Maintain accurate records of all activities, interactions, and follow-ups in the CRM to ensure pipeline transparency and data integrity.
• Collaboration: Work closely with the sales and marketing teams to refine messaging, identify new opportunities, and contribute to outbound campaign strategies.
• Feedback Loop: Provide insights from conversations with brokers to help shape product features, marketing initiatives, and sales tactics.
• Background we're looking for 1+ years of SDR experience
• (or equivalent role) in B2B SaaS, fintech, or healthcare industries.
• Strong communication skills: Excellent written and verbal communication, with the ability to craft compelling outreach messages.
• Proven prospecting skills: Experience with email campaigns, LinkedIn Sales Navigator, and cold calling.
• Tech-savvy: Comfortable using CRM platforms (e.g., HubSpot, Salesforce), sales engagement tools (e.g., Outreach, SalesLoft), and LinkedIn.
• Results-driven mindset: Track record of meeting or exceeding KPIs, including outreach volume, response rates, and demo bookings.
• Self-starter: Thrives in a fast-paced, remote environment and takes initiative to identify opportunities and solve problems.
• Experience we’d be particularly excited about
• Familiarity with brokers, benefits administration, or SaaS solutions for healthcare/fintech is a plus
• Experience with cold outreach with brokers
• Cold calling experience
• We’re prioritizing candidates based in Austin, TX for this role.

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:

• 15 minute phone screen to talk through your background and interest in Thatch
• 30 minute Zoom meeting with the hiring manager to dive deeper into your experience and the role
• 30 minute Zoom meeting to meet 2-3 members of the team
• 30 minute Zoom meeting with the hiring manager to work through a live case study
• 30 minute Zoom 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

$90,000 — $100,000 USD