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About the Role
We're looking for a Strategic Account Executive to own our largest and most complex insurance accounts end to end. You'll report to the Director, Strategic Sales and carry an individual number against a named set of top carriers, brokers and MGAs. This is the senior individual contributor seat on the enterprise team. Fewer accounts, bigger ones, longer cycles: expect 6–18 months, a dozen stakeholders, and an incumbent BPO contract to displace. You'll go as senior as the account requires and stay in it long after the first workflow is live.
Responsibilities
- Own the full cycle on a named portfolio of strategic accounts, including prospecting, qualification, POV, close, and multi-year renewal
- Build and maintain an account plan per logo: org map, budget owners, incumbent contracts and their renewal dates, and the sequence of workflows we take
- Hold relationships at COO, Chief Claims Officer, Chief Underwriting Officer and CIO level, and pull in Pace's executive team deliberately rather than as a rescue
- Partner with the Applied AI team on demos, POVs, and the transition from pilot to long-term contract
- Displace incumbent BPO and offshore spend: find the contract, build the business case, and time the approach to the renewal
- Expand from one workflow to the next and turn a department budget into a platform budget
- Unblock procurement, security review and legal so deals close on time
- Turn what wins in these accounts into reusable assets for the team: business cases, POV structure, competitive positioning against BPOs and legacy insuretech
Requirements
- 10+ years selling enterprise software or services, consistently above quota on a named account portfolio
- You have personally closed seven and eight-figure multi-year deals through long, multi-stakeholder procurement
- Evidence of expansion, not just acquisition: show us an account you took from a first project to a material multi-year relationship
- Trained in MEDDPICC or a comparable value-selling framework, and you actually run it
- Comfortable in a technical sale - you can hold your own on how the product works and what it will and won't do
- Credible with C-level operators: you can sit with a Chief Claims Officer and talk about their cost per claim, not our feature set
- Early-stage experience where you built the account strategy rather than inherited it
- Willing to be measured on a small number of outcomes over a long horizon, with no volume to hide behind
- Insurance experience: P&C, specialty, life, MGAs, or brokers
- Existing relationships at top 20 US or London market carriers
- Experience displacing incumbent BPO or offshore services spend
- Sold AI or automation products where the buyer is an operations leader, not IT
Skills
- AI
- Business Process Outsourcing
- Enterprise Software Sales
- Enterprise Services Sales
- Account Management
- MEDDPICC
- Value Selling
- Technical Sales
- C-Level Relationship Building
- AI Products Sales
- Automation Products Sales
Location
- New York
- London
Work Type
- In-person
Experience Level
- 10+ years
- Senior
Salary/Compensations
- Competitive base salary + variable, with meaningful early-stage equity
Benefits
- Full medical, dental, and vision coverage
- Unlimited PTO
About the Company
- Pace is an AI-native business process outsourcer for insurers. We combine the speed of AI agents with expert review by our insurance operations team to automate insurance tasks.
- Almost $400bn per year is spent on outsourcing in financial services every year. We're here to change that working side-by-side with some of the largest companies in the world.
- We're building a team that reflects the breadth of the world we're working in, and we welcome applicants from all backgrounds and experiences.
Equal Opportunity
- Pace is an equal opportunity employer.