Member of GTM Staff, Sales Development Lead

Pace•New York City, NY

13d•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 complex insurance workflows. Almost $400bn per year is spent on outsourcing in financial services. 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 Sales Development Lead to build Pace’s pipeline-generation function and grow our team of GTM AI Associates. Our GTM AI Associates sit at the front of Pace’s growth and drive the pipeline generation engine. They identify the insurers and leaders we should know, develop creative ways to reach them, and turn early conversations into meaningful enterprise opportunities. You’ll own the function end-to-end: strategy, targets, hiring, coaching, systems, and execution. You’ll work directly alongside the team to sharpen targeting, write messaging, test new channels, and create pipeline. Over time, you’ll build the team and operating system that supports Pace’s next stage of growth.

Requirements

4-7 years in sales development, business development, outbound sales, or another pipeline-generating GTM role, ideally with experience both carrying a quota and leading others.
Experience at an early-stage B2B company - you’ve built motions, playbooks, and teams rather than only inheriting them.
Proven success creating qualified enterprise pipeline through thoughtful account selection, messaging, and outbound execution.
Experience recruiting, onboarding, and coaching early-career GTM talent to consistently deliver results.
A player-coach mindset. You’re as comfortable writing an outbound sequence or joining a prospect call as you are setting targets and managing performance.
A data-driven approach to pipeline generation. You understand conversion, pipeline quality, and where to focus when the motion isn’t working.
Ability to move quickly and work across functions. You’re as comfortable partnering with an Account Executive as you are working directly with the CEO.

Nice To Haves

Experience building or running a sales development function from the ground up.
Background selling into insurance, financial services, or another regulated enterprise vertical.
Familiarity with complex enterprise sales cycles involving multiple stakeholders and long paths to close.
Experience using AI, automation, and modern GTM tools to improve research, personalization, and outreach.
Prior experience as a founding or first business development or sales development hire.

Responsibilities

Own pipeline generation: Set and deliver ambitious qualified-pipeline targets across outbound, events, partnerships, and other emerging channels.
Build an AI-native prospecting motion: Use AI, automation, data, and modern GTM tools to make research and outreach more relevant, efficient, and scalable.
Create repeatable playbooks: Develop the targeting, messaging, sequences, qualification standards, and operating rhythms required to generate a consistent enterprise pipeline.
Bring operational rigor: Establish clear metrics, dashboards, forecasts, and feedback loops across activity, conversion, pipeline quality, and performance.
Partner across GTM: Work closely with Account Executives, Revenue Operations, Marketing, Partnerships, and Applied AI to define ICPs, prioritize accounts, execute campaigns, and improve opportunity quality.
Develop future GTM leaders: Build the AI Associate function into a launchpad for future Account Executives, growth leaders, and business owners at Pace.