Pace turns operating procedures for carriers, brokers, and MGAs into agentic systems that execute complex workflows across documents, systems, and customer channels. Backed by Sequoia.
About the role
We're hiring a Director, Strategic Accounts, reporting directly to the Head of GTM. You'll lead the strategic account execs who own Pace's largest carrier, broker, and MGA relationships, a short named list where the job is to land the first workflow, prove it, and expand into a multi-year platform footprint across lines of business and operations teams. You own the segment's number: new business, expansion, and retention. Found on 1752vc Careers, the job board for startup and VC roles.
What they're looking for
- 4+ years leading quota-carrying enterprise or strategic account execs, 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
- A record of growing named accounts year over year, not just landing them: you can point to accounts that multiplied under your team
- Trained in MEDDPICC or a comparable value-selling framework, and experienced installing it, plus a real account planning discipline across a team
- Comfortable in a technical sale: you can hold your own on how the product actually works and what it will and won't do
More about this role
Pace is the AI operations partner for the world's leading insurers. We combine the speed of AI agents with expert review by our insurance operations team to automate insurance tasks. Almost $400bn a year is spent on outsourcing in financial services. We're here to change that, working side-by-side with some of the largest insurers in the world.
We're hiring a Director, Strategic Accounts, reporting directly to the Head of GTM. You'll lead the strategic account execs who own Pace's largest carrier, broker, and MGA relationships, a short named list where the job is to land the first workflow, prove it, and expand into a multi-year platform footprint across lines of business and operations teams. You own the segment's number: new business, expansion, and retention.
This is a management role. You won't carry an individual quota. Your leverage is who you hire, how well you coach them, and how deliberately you plan and work each account.
Build and lead the team
Hire, ramp, and develop strategic account execs, and raise the bar with every hire
Coach on account planning, multi-threading across a 10,000+ person organisation, and executive presence
Set a high-performance culture with clear...
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