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About the Role

Pace is seeking its first Channel & Partnerships Lead to build and scale the partner ecosystem from scratch. This foundational role will define the partner strategy, recruit and onboard partners, and develop joint go-to-market motions to drive revenue growth.

Responsibilities

• Define partner types and recruitment sequence.
• Build partner selection criteria and close strategic partners.
• Develop commercial frameworks including referral, resell, and co-sell models.
• Establish and manage a BizDev fund.
• Onboard partners and create enablement materials and sales tooling.
• Manage day-to-day partner relationships and build executive-level trust.
• Develop joint business plans and shared targets with partners.
• Equip partners to position Pace in enterprise deals.
• Design and execute co-marketing and co-selling motions.
• Partner with Sales and FDE for deal progression.
• Represent Pace in the partner ecosystem.
• Build partner program infrastructure including deal registration and agreements.
• Define and track key performance metrics.
• Collaborate with Finance and Legal on contracts and economics.
• Make the case for and hire future team members.

Requirements

• 4–7 years in channel, partnerships, alliances, or business development, ideally with closing or quota-carrying experience.
• Experience at an early-stage B2B SaaS company.
• Proven success in recruiting, onboarding, and activating revenue-driving partners.
• Strong commercial instincts for structuring partner deals and modeling economics.
• Ability to own relationships end-to-end, from field reps to C-suite.
• Ability to move fast and work across functions.
• Clear, precise communicator capable of translating complexity into decisions.
• Experience building or running channel programs with systems integrators or Big Four / advisory firms (Nice to have).
• Background selling or partnering in insurance, financial services, or other regulated enterprise verticals (Nice to have).
• Familiarity with enterprise procurement cycles and multi-stakeholder deals (Nice to have).
• Prior experience as a founding or first partnerships hire (Nice to have).

Skills

• Channel Management
• Partnership Development
• Alliance Management
• Business Development
• SaaS Sales
• Commercial Deal Structuring
• Relationship Management
• Cross-functional Collaboration
• Communication
• Program Operations
• Go-to-Market Strategy

Location

• New York City

Work Type

• In-person
• Full-time

Experience Level

• Mid-level
• Senior-level

Salary/Compensations

• Competitive base salary + meaningful early-stage equity

Benefits

• Full medical, dental, and vision coverage
• Unlimited PTO

About the Company

• Pace is an AI operations partner for the world's leading insurers, combining AI agents with expert review to automate insurance tasks.
• The company aims to disrupt the nearly $400bn spent annually on outsourcing in financial services.
• Pace works with some of the largest companies in the world.
• The team values integrity and ambition, aiming for a massive impact on the world and a $100bn+ outcome.
• Pace aims to be the best place to learn, deliver impact, and advance career paths.