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Director, Strategic Accounts

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

About the role

Director level role leading Pace's Strategic Accounts team within the Go To Market department, responsible for landing initial workflows, proving value, and expanding to multi-year platform footprints across carriers, brokers, and MGAs.

Responsibilities

  • 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

Qualifications

  • 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
  • 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

Skills

Required:Leadership of enterprise/strategic account teamsMEDDPICC / value-selling frameworkAccount planning

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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