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About the Role
Lead strategic account executives who manage Pace's largest carrier, broker, and MGA relationships. The primary goal is to establish initial workflow adoption, demonstrate success, and expand into a multi-year platform footprint. This role is responsible for the segment's new business, expansion, and retention targets.
Responsibilities
- Build and lead the team by hiring, onboarding, and developing strategic account executives.
- Coach team members on account planning, multi-threading within large organizations, and executive presence.
- Establish a high-performance culture with clear expectations and timely feedback.
- Own forecast accuracy and account health for new business, expansion, and renewals.
- Conduct weekly forecast, pipeline reviews, and deal inspections with sales leadership.
- Perform regular account reviews for all named accounts.
- Identify and address areas where growth is stagnating.
- Act as an executive sponsor for major accounts, maintaining senior relationships with key executives.
- Ensure each account has mapped sponsors, a defined economic buyer, and a clear path for future workflow adoption.
- Align the team and applied AI team on POV scoping, technical evaluations, and production conversion.
- Facilitate enterprise procurement, security reviews, and legal processes to ensure timely deal closure.
- Assist with account selection, tiering, whitespace mapping, and quota allocation for the segment.
- Develop playbooks based on successful strategies, including account plans, expansion plays, POV structures, and competitive positioning.
- Provide feedback from the field to product, pricing, and marketing teams.
- Manage performance conversations, compensation, quota discussions, and hiring processes.
Requirements
- 4+ years of experience leading quota-carrying enterprise or strategic account executives with a history of exceeding team targets.
- 8+ years in a quota-carrying role.
- Experience leading teams through complex sales cycles involving six- and seven-figure deals and multiple stakeholders.
- Proven track record of growing named accounts year-over-year.
- Trained in MEDDPICC or a similar value-selling framework and experienced in implementing it.
- Demonstrated account planning discipline across a team.
- Comfortable in technical sales environments, able to discuss product functionality and limitations.
- Experience in early-stage companies, including building processes from scratch.
- Measure personal success by the improvement of direct reports.
- Clear and precise communication skills, capable of simplifying complex information for decision-making.
- Comfortable with management responsibilities, including performance management, compensation, and hiring.
- Insurance experience (P&C, specialty, life, MGAs, or brokers) is a plus.
- Existing senior relationships at tier-one carriers or brokers is a plus.
- Experience displacing incumbent BPO or offshore services is a plus.
- Experience selling AI or automation products to operations leaders is a plus.
- Fluency with Salesforce and revenue intelligence tooling is a plus.
Skills
- Team leadership
- Coaching
- Account planning
- Executive presence
- Performance management
- Forecasting
- Pipeline management
- Deal inspection
- Relationship management
- Technical sales
- Value selling
- MEDDPICC
- Communication
- Problem-solving
- Salesforce
- Revenue intelligence tooling
Location
- New York City
Work Type
- In-person
- Full-time
Experience Level
- Director
- 4+ years leading quota-carrying enterprise or strategic account execs
- 8+ years in a quota-carrying role
Salary/Compensations
- Competitive base + variable
- Meaningful early-stage equity
Benefits
- Full medical, dental, and vision coverage
- Unlimited PTO
About the Company
- Pace is the AI operations partner for the world's leading insurers.
- Combines AI agents with expert review to automate insurance tasks.
- Aims to change the $400bn annual spend on outsourcing in financial services.
- Works with some of the largest insurers globally.
Equal Opportunity
- Pace is an equal opportunity employer.
- Building a diverse team that reflects the global landscape.
- Welcomes applicants from all backgrounds and experiences.