Channel Partnerships Manager

• Create, build, and grow relationships with key stakeholders in the benefits broker, HR, and payroll communities—earning trust as a value-added partner and ICHRA expert.
• Own and drive the full partner lifecycle from outreach and onboarding to co-selling and ongoing relationship management.
• Lead compelling partner meetings and presentations, showcasing the value of Thatch through tailored conversations and product demos.
• Become a product and market expert—deeply understand Thatch’s offering and how it fits within the broader ICHRA and health benefits landscape.
• Drive sales through partnerships by activating new brokers and partners, generating high-quality referral pipeline, and helping close deals in collaboration with the direct sales team.
• Collaborate cross-functionally with product, engineering, marketing, and operations to continuously improve the partner and end-customer experience.
• Build and refine scalable processes and playbooks for partner onboarding, enablement, co-selling, and referral generation.
• Ensure a smooth customer transition by closely coordinating with the Thatch sales and onboarding teams after a deal is sourced through a partner.
• Gather and surface feedback from partners and the field to inform product development, messaging, and go-to-market strategy.

• 5+ years of channel sales or partnerships experience, ideally at high-growth B2B startups with a focus on building from zero to one.
• Strong track record of success in partner-driven or quota-carrying sales roles, consistently meeting or exceeding performance goals.
• Deep familiarity with the benefits, insurance, or HR tech ecosystem, with direct experience selling to or through benefits brokers, HR professionals, or payroll providers.
• Demonstrated ability to build trust and influence with external stakeholders, including brokers, consultants, and strategic partners.
• Hands-on experience operating in a fast-paced, early-stage environment, with a scrappy, resourceful approach and comfort with ambiguity.
• Strong communicator and collaborator, able to work cross-functionally and represent the voice of the partner both internally and externally.

• Established relationships within the broker community, especially with national and regional firms—you're able to tap into a trusted network and accelerate partnership momentum from day one.
• Direct experience partnering with or selling into top 20 U.S. brokerages (e.g., Marsh McLennan, Aon, Gallagher, Hub, Lockton), with a clear understanding of how to navigate complex stakeholder environments.
• Track record of influencing and enabling brokers to sell new or innovative benefits products, ideally in a high-growth or disruptive environment.
• Experience co-selling and running joint GTM campaigns with benefits brokers, HR software platforms, or payroll providers.

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 3-4 members of the team
• 30 minute Zoom meeting with our founders to discuss your approach to culture and our operating principles