Daniel Nicholls

Observer
DISC Type : ci

Head of Platforms at Thatch

Denver Metropolitan Area, United States

Overview

Daniel is the Head of Platforms at Thatch, where he leads go-to-market strategy. His background includes platform roles at both Thatch and Stripe, working with startups and enterprise clients. Colleagues describe him as driven, creative, and approachable, with a talent for finding alternative solutions to achieve sales goals.

He joined Thatch with virtually no background in the healthcare or benefits space and has since grown into a key leadership position.

Personality Overview

Example Seeker

Value Driven

Assertive

They are generally strong communicators and are not easy to convince.  They ask a lot of questions and rely heavily on information and collaterals. They can sound friendly and charming but can quickly change gears to become inquisitive and probing.

Topics They Care About

GTM Strategy
He has held multiple go-to-market leadership roles at Thatch and is focused on accelerating the company's GTM motion.
Health & Benefits Tech
His work at Thatch is centered on building the next wave of healthcare experiences for employers and employees across the US.
Strategic Partnerships
He has led launches and integrations with key partners like Deel to make offering benefits easier for small businesses.

Media Appearances

Daniel has no verified media appearances

Work History

12-2025
Head of Platforms at Thatch
4-2025 - 12-2025
Platforms GTM Lead at Thatch
1-2024 - 4-2025
Ent/MM GTM at Thatch
7-2021 - 1-2024
Enterprise Platforms at Stripe
10-2019 - 7-2021
Startups at Stripe

Education

2011 - 2015
Bachelor of Arts (B.A.) from Saint Mary's College of California

More Information

Social Presence :

Prographics :

Exp : 12 Location : Denver Metropolitan Area, United States Job Level : Mid-senior Designation : Head of Platforms at Thatch
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Insights For Selling To Daniel

During A Call Or A Meeting

DO's

  • Help them understand the risk aspect fully while inspiring confidence
  • Ask them questions to understand their needs better while staying affable
  • Focus on immediate action-items rather than the larger goals

DONT's

  • Don’t brush off any concerns, take all questions seriously
  • Avoid making offhand commitments
  • Don’t try to rush them into a decision, provide all necessary information first

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Daniel is

  • Proven value, strong testimonials are important for them, rapport can impact decisions a little.
  • Will you ever get a clear answer from Daniel

  • They are practical yet friendly, don’t expect a clear no very often.

Insights For Deal Planning

    How fast (or slow) will Daniel move?

  • They like to analyze well and then make their decisions.
  • Can Daniel take some risk or not?

  • They weigh all decisions systematically and are unlikely to take many risks.

You And Daniel

Personality Compatibility


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