Member of the GTM Staff, Channel & Partnerships Lead

Pace•New York City, NY

10d•Onsite

About The Position

Pace is an AI operations partner for the world's leading 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. We're looking for our first Channel & Partnerships hire. Someone who can build the function from scratch and grow with it. You'll own how Pace reaches the market through others, building the partner ecosystem that lets us scale beyond our direct sales motion: systems integrators, consultancies, brokers, and technology alliances. This is a foundational role reporting into the Head of GTM. You won't be walking into an existing program. You'll design the partner strategy, sign the first partners, and write the playbook that the function runs on for years.

Requirements

4–7 years in channel, partnerships, alliances, or business development, ideally with time in a closing or quota-carrying capacity
Experience at an early-stage B2B SaaS company (you've built things, not just inherited them)
Proven success recruiting, onboarding, and activating partners that actually drive revenue, not just logos on a slide
Strong commercial instincts: you can structure a partner deal, model the economics, and know a good one from a bad one
Comfortable owning relationships end to end, from a partner's field rep to their C-suite
Ability to move fast and work across functions. You're as comfortable talking to an AE as you are to the CEO
Clear, precise communicator who can translate complexity into decisions

Nice To Haves

Experience building or running channel programs with systems integrators or Big Four / advisory firms
Background selling or partnering in insurance, financial services, or other regulated enterprise verticals
Familiarity with enterprise procurement cycles and multi-stakeholder deals
Prior experience as a founding or first partnerships hire

Responsibilities

Define which partner types matter most to Pace, SIs, advisory and consulting firms, brokers, and technology vendors, and the sequence in which we go after them
Build the criteria for partner selection and qualify, pitch, and close our first strategic partners
Develop the commercial framework: referral, resell, and co-sell models, margin and fee structures, and POC/POV pricing that works for both sides
Stand up a BizDev fund and the terms governing how it's deployed
Onboard new partners and build the enablement materials, training, certification, and sales tooling that get them productive fast
Act as the day-to-day relationship owner for our partners, building trust at the working level and the executive level
Develop joint business plans with each strategic partner, set shared targets, and hold the relationship accountable to them
Equip partners to position Pace accurately in regulated, multi-stakeholder enterprise deals
Design and run co-marketing and co-selling motions: joint events, account mapping, pipeline sharing, and demand generation with partners
Partner with Sales and FDE so partner-sourced and partner-influenced deals move cleanly through the funnel
Represent Pace in the partner ecosystem at conferences, partner summits, and executive meetings
Build the partner program infrastructure: deal registration, partner portal or equivalent, agreements, and reporting
Define and track the metrics that matter, partner-sourced pipeline, influenced revenue, partner activation and productivity, and give leadership real-time visibility
Partner with Finance and Legal on partner contracts, revenue recognition, and margin economics
Make the case for, and eventually hire, the team that scales the function