Pace
Director of Enterprise Sales
New York City · On-site · Director · Full-time · Posted Sep 28, 2026
- Experience
- 4+ years leading quota-carrying enterprise AEs; 8+ years in a quota-carrying role.
About the job
Leads and develops an enterprise sales team, owns its forecast and revenue target, and helps close major insurer and insurance-services platform deals.
What you'll do
- Hire, coach, and develop enterprise account executives while setting team expectations and culture.
- Own enterprise pipeline health, forecast accuracy, deal reviews, and team target attainment.
- Sponsor major deals, coordinate sales and applied AI teams, and build sales processes and playbooks.
What they ask for
- 4+ years leading quota-carrying enterprise AEs, with a 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.
- Training in MEDDPICC or a comparable value-selling framework, and experience implementing it across a team.
Nice to have
- Insurance experience, including P&C, specialty, life, MGAs, or brokers.
- Experience displacing incumbent BPO or offshore services spend; selling AI or automation to operations leaders; or using Salesforce and revenue intelligence tooling.
Tools
Salesforce, MEDDPICC
AI focus
Coordinates with the applied AI team on proof-of-value scoping, technical evaluations, and conversion to production; the company sells AI operations products for insurers.
Model-written summary · the original posting is authoritative