Member of GTM Staff, Strategic Account Executive

Pace is an AI-native business process outsourcer for insurers. We combine the speed of AI agents with expert review by our insurance operations team to automate insurance tasks. Almost $400bn per year is spent on outsourcing in financial services every year. We're here to change that working side-by-side with some of the largest companies in the world.

Role

We're looking for a Strategic Account Executive to own our largest and most complex insurance accounts end to end. You'll report to the Director, Strategic Sales and carry an individual number against a named set of top carriers, brokers and MGAs.

This is the senior individual contributor seat on the enterprise team. Fewer accounts, bigger ones, longer cycles: expect 6–18 months, a dozen stakeholders, and an incumbent BPO contract to displace. You'll go as senior as the account requires and stay in it long after the first workflow is live.

Responsibilities

In this role, the core responsibilities will include:

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

What we're looking for

10+ years selling enterprise software or services, consistently above quota on a named account portfolio

You have personally closed seven and eight-figure multi-year deals through long, multi-stakeholder procurement

Evidence of expansion, not just acquisition: show us an account you took from a first project to a material multi-year relationship

Trained in MEDDPICC or a comparable value-selling framework, and you actually run it

Comfortable in a technical sale - you can hold your own on how the product works and what it will and won't do

Credible with C-level operators: you can sit with a Chief Claims Officer and talk about their cost per claim, not our feature set

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

Nice to have:

Insurance experience: P&C, specialty, life, MGAs, or brokers

Existing relationships at top 20 US or London market carriers

Experience displacing incumbent BPO or offshore services spend

Sold AI or automation products where the buyer is an operations leader, not IT

Trajectory

Equally important is that we want to invest in you for the long-term. You'll be leading the company across many potential paths:

Sales Leadership

GM of a business line

Team characteristics

The Pace team has a couple of defining characteristics:

Integrity: The most important thing is working with good people who want to have a massive impact on the world. Our team genuinely wants to do the best work of their careers and know it'll take 5–10 years of focus to deliver.

Ambition: The ambition for this company is not just a good vertical AI business but a $100bn+ outcome across vertical services. We're looking for people that rise to that level of ambition. Oftentimes this means they want to be the best at what they do, become leaders at scale, or one day start their own company. Pace will be the best place to learn, deliver impact, and advance your path to do something great.

Compensation & benefits

Competitive base salary + variable, with meaningful early-stage equity

Full medical, dental, and vision coverage

Unlimited PTO

We're a 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.