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About the Role

Pace is seeking a Sales Development Lead to establish and expand the company's pipeline generation capabilities and build a team of GTM AI Associates. This role involves owning the entire function, from strategy and hiring to execution and coaching, working closely with the team to refine targeting, messaging, and channel testing.

Responsibilities

• Own pipeline generation: Set and deliver ambitious qualified-pipeline targets across outbound, events, partnerships, and other emerging channels.
• Build an AI-native prospecting motion: Utilize AI, automation, data, and modern GTM tools to enhance research and outreach efficiency and scalability.
• Create repeatable playbooks: Develop targeting, messaging, sequences, qualification standards, and operating rhythms for consistent enterprise pipeline generation.
• Bring operational rigor: Establish clear metrics, dashboards, forecasts, and feedback loops for activity, conversion, pipeline quality, and performance.
• Partner across GTM: Collaborate with Account Executives, Revenue Operations, Marketing, Partnerships, and Applied AI to define ICPs, prioritize accounts, execute campaigns, and improve opportunity quality.
• Develop future GTM leaders: Build the AI Associate function as a launchpad for future Account Executives, growth leaders, and business owners at Pace.

Requirements

• 4-7 years in sales development, business development, outbound sales, or a similar pipeline-generating GTM role, with experience in both quota attainment and team leadership.
• Experience at an early-stage B2B company, with a track record of building motions, playbooks, and teams.
• Proven success in creating qualified enterprise pipeline through strategic account selection, messaging, and outbound execution.
• Experience recruiting, onboarding, and coaching early-career GTM talent to achieve consistent results.
• A player-coach mindset, comfortable with both hands-on execution (e.g., writing sequences, joining calls) and strategic management (e.g., setting targets, managing performance).
• A data-driven approach to pipeline generation, understanding conversion, pipeline quality, and areas for improvement.
• Ability to move quickly and collaborate across functions, working effectively with Account Executives and senior leadership.

Skills

• AI
• Automation
• Data Analysis
• GTM Tools
• Prospecting
• Outbound Sales
• Messaging
• Salesforce
• Forecasting
• Recruiting
• Coaching

Location

• New York
• London

Work Type

• Onsite
• Full-time

Experience Level

• Lead
• 4-7 years

Salary/Compensations

• Competitive base salary
• Performance-based compensation

Benefits

• Meaningful early-stage equity
• Full medical, dental, and vision coverage
• Unlimited PTO

About the Company

• Pace is the AI operations partner for the world’s leading insurers, combining AI agents with expert review to automate complex insurance workflows.
• We are a talent-dense team where people grow into world-class individual contributors, business owners, and leaders.
• We are building more than a successful vertical AI company; we are pursuing a $100bn+ outcome across vertical services.
• We are a <40 person team based in person across New York and London.
• We are fortunate to be working with leading customers and top investors, with the opportunity to make a real impact on one of the largest industries in the world.