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Member of GTM Staff, GTM AI Associate Manager

Pace· Go To Market
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New York CityFull-timePosted 1mo ago

About the role

Sales Development Lead to build Pace’s pipeline-generation function and grow the GTM AI Associates team. Owns end-to-end pipeline generation, AI-native prospecting motion, playbooks, operations, and cross-functional collaboration to drive enterprise pipeline and develop future GTM leaders.

Responsibilities

  • Own pipeline generation: Set and deliver ambitious qualified-pipeline targets across outbound, events, partnerships, and other emerging channels.
  • Build an AI-native prospecting motion: Use AI, automation, data, and modern GTM tools to make research and outreach more relevant, efficient, and scalable.
  • Create repeatable playbooks: Develop the targeting, messaging, sequences, qualification standards, and operating rhythms required to generate a consistent enterprise pipeline.
  • Bring operational rigor: Establish clear metrics, dashboards, forecasts, and feedback loops across activity, conversion, pipeline quality, and performance.
  • Partner across GTM: Work closely with Account Executives, Revenue Operations, Marketing, Partnerships, and Applied AI to define ICPs, prioritize accounts, execute campaigns, and improve opportunity quality.
  • Develop future GTM leaders: Build the AI Associate function into a launchpad for future Account Executives, growth leaders, and business owners at Pace.

Qualifications

  • 4-7 years in sales development, business development, outbound sales, or another pipeline-generating GTM role, ideally with experience both carrying a quota and leading others.
  • Experience at an early-stage B2B company - built motions, playbooks, and teams.
  • Proven success creating qualified enterprise pipeline through thoughtful account selection, messaging, and outbound execution.
  • Experience recruiting, onboarding, and coaching early-career GTM talent to consistently deliver results.
  • A player-coach mindset. Comfortable writing outbound sequences, joining prospect calls, and setting targets/managing performance.
  • A data-driven approach to pipeline generation. Understands conversion, pipeline quality, and where to focus when the motion isn’t working.
  • Ability to move quickly and work across functions (partnering with AE and CEO).

Skills

Required:Pipeline generationAI-native prospectingPlaybook developmentCross-functional collaboration

Benefits

  • Competitive base salary and performance-based compensation
  • Meaningful early-stage equity
  • Full medical, dental, and vision coverage
  • Unlimited PTO
Last updated Oct 18, 2026. Interested? Apply on the company site.

About Pace

The AI operations platform for insurance

Pace turns operating procedures for carriers, brokers, and MGAs into agentic systems that execute complex workflows across documents, systems, and customer channels.

AIBPOagentsautomationinsuranceintegrationobservabilityoperational efficiency
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