Director of Enterprise Sales

Pace•New York City, NY

1d•Onsite

About The Position

Pace is the 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 outsourcing every year. We’re here to change that working side-by-side with some of the largest insurers in the world.

Requirements

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

Nice To Haves

Insurance experience: P&C, specialty, life, MGAs, or brokers
Experience displacing incumbent BPO or offshore services spend
Sold AI or automation products where the buyer is an operations leader, not IT
Fluency with Salesforce and revenue intelligence tooling

Responsibilities

Build and lead the team: 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 the number: 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.
Drive the biggest deals: Act as executive sponsor on our 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.
Build the motion: 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.