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Director of Enterprise Sales

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

About the role

Director, Enterprise Sales leading a team of enterprise AEs to sell multi-year platform deals to insurers (carriers, brokers, MGAs); owns the team's forecast and pipeline, mentors reps, and drives large, multi-stakeholder deals in an in-person New York setting.

Responsibilities

  • Hire, ramp, and develop enterprise AEs, and raise 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 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
  • Act as executive sponsor on the largest opportunities, open doors, hold senior relationships at COO, Chief Claims Officer, and CIO level, and put your AEs in front of them
  • 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
  • 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

Qualifications

  • 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: 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, 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

Required:Leadership of quota-carrying enterprise AEsForecasting and pipeline management

Benefits

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