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About the Role
Lead a team of enterprise Account Executives selling multi-year platform deals into carriers, brokers, and MGAs. Own the team's number and be key in scaling the GTM function, driving revenue growth, and ensuring team success. This is a management role where leverage comes from hiring, coaching, and process management.
Responsibilities
- Build and lead the team: Hire, ramp, and develop enterprise AEs, raising the bar with every hire.
- Coach on qualification, multi-threading, and executive presence.
- Set a high-performance culture with clear expectations and fast feedback.
- Own the number: Own forecast accuracy and pipeline health for the enterprise segment.
- Run weekly forecast, pipeline review, and deal inspection with the Head of Sales.
- Diagnose funnel leakage and fix it at the source: sourcing, qualification, or close.
- Drive the biggest deals: Act as executive sponsor on largest opportunities, open doors, hold senior relationships at COO, Chief Claims Officer, and CIO level, and put AEs in front of them.
- Keep team and applied AI team aligned on POV scoping, technical evaluations, and conversion to production.
- Unblock enterprise procurement, security review, and legal so deals close on time.
- Build the motion: Assist in territory design, account segmentation, and quota allocation for the segment.
- Turn what wins into playbooks: discovery frameworks, POV structure, competitive positioning against BPOs and legacy insuretech.
- Feed the field's signal back into product, pricing, and marketing.
Requirements
- 4+ years leading quota-carrying enterprise AEs, with a track record of exceeding team target.
- 8+ years in a quota-carrying role.
- Experience leading teams through six- and seven-figure deals with long, multi-stakeholder procurement cycles.
- Trained in MEDDPICC or a comparable value-selling framework, and experienced installing it across a team without turning it into paperwork.
- Comfortable in a technical sale: can hold your own on how the product actually works and what it will and won't do.
- Early-stage experience where you built the process rather than inherited it.
- Measure yourself by how much better your reps get, not by the deals you personally touch.
- Clear, precise communicator who can translate complexity into decisions.
- Comfortable with the unglamorous parts of management: performance conversations early, comp and quota discussions, and hiring fast without lowering the bar.
Skills
- MEDDPICC or comparable value-selling framework
- Technical sales
- Process building
- Communication
- Management
Location
- New York City
Work Type
- In-person
- Full-time
Experience Level
- Director
- Management
Salary/Compensations
- Competitive base + variable, with 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 the speed of AI agents with expert review by an insurance operations team to automate insurance tasks.
- Addresses the nearly $400bn per year spent on outsourcing in financial services.
- Works side-by-side with some of the largest insurers in the world.
Equal Opportunity
- Pace is an equal opportunity employer.
- Building a team that reflects the breadth of the world we're working in, and welcome applicants from all backgrounds and experiences.