Director, Strategic Accounts

About Pace

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.

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.

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.

What you'll do

- 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 expectations and fast feedback
- Own the number
- Own forecast accuracy and account health across new business, expansion, and renewal
- Run weekly forecast, pipeline review, and deal inspection with the Head of Sales, plus a standing account review on every named account
- Diagnose where growth is stalling and fix it
- Own the relationships
- Act as executive sponsor on our largest accounts, hold senior relationships at COO, Chief Claims Officer, and CIO level, and put your AEs in front of them
- Make sure every account has mapped sponsors, a named economic buyer, and a path to the next three workflows
- Keep your team and the 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 account selection and tiering, whitespace mapping, and quota allocation for the segment
- Turn what wins into playbooks: account plans, expansion plays, POV structure, competitive positioning against BPOs and legacy insuretech
- Feed the field's signal back into product, pricing, and marketing

What we'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
- Early-stage experience where you built the process rather than inherited it
- You measure yourself by how much better your reps get
- 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

Nice to have

- Insurance experience: P&C, specialty, life, MGAs, or brokers
- Existing senior relationships at tier-one carriers or brokers
- Experience displacing incumbent BPO or offshore services spend
- Sold AI or automation products where the buyer is an operations leader, not IT
- Fluency with Salesforce and revenue intelligence tooling

Compensation & benefits

- Competitive base + variable, with meaningful early-stage equity
- Full medical, dental, and vision coverage
- Unlimited PTO
- In-person, New York City

Pace is an equal opportunity employer. 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.