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Member of GTM Staff, Strategic Account Executive

Pace· Go To Market
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New York CityFull-timePosted 3w ago

About the role

Strategic Account Executive to own and grow the largest and most complex insurance accounts end to end, reporting to the Director, Strategic Sales. Senior individual contributor in enterprise team, managing long-cycle multi-stakeholder deals and displacing incumbent BPO contracts.

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

Qualifications

  • 10+ years selling enterprise software or services, consistently above quota on a named account portfolio
  • Personally closed seven and eight-figure multi-year deals through long, multi-stakeholder procurement
  • Evidence of expansion, not just acquisition: account growth from first project to multi-year relationship
  • Trained in MEDDPICC or a comparable value-selling framework, and you actually run it
  • Comfortable in a technical sale and able to discuss product capabilities and limitations
  • Credible with C-level operators: ability to discuss cost per claim with Chief Claims Officer
  • 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

Skills

Required:Enterprise salesMEDDPICC or value-selling frameworkC-level stakeholder managementTechnical product understanding

Benefits

  • Competitive base salary + variable, with meaningful early-stage equity
  • Full medical, dental, and vision coverage
  • Unlimited PTO
Last updated Oct 4, 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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