Pace
Director, Strategic Accounts
New York City · On-site · Director · Full-time · Posted Sep 28, 2026
- Experience
- 4+ years leading quota-carrying enterprise or strategic account executives; 8+ years in a quota-carrying role.
About the job
Leads Pace’s strategic account executives and owns new business, expansion, and retention across its largest insurer, broker, and MGA accounts.
What you'll do
- Hire, develop, and coach strategic account executives; establish performance expectations and account-planning discipline.
- Own segment forecasting, pipeline reviews, account health, and growth across new business, expansion, and renewals.
- Sponsor senior customer relationships, align sales with the applied AI team, unblock procurement and deal reviews, and build repeatable account-growth playbooks.
What they ask for
- 4+ years leading quota-carrying enterprise or strategic account executives, with a record of exceeding team targets.
- 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, with experience installing it and establishing account-planning discipline across a team.
Nice to have
- Insurance experience, existing senior relationships at tier-one carriers or brokers, or experience displacing incumbent BPO or offshore services spend.
- Experience selling AI or automation products to operations leaders; fluency with Salesforce and revenue intelligence tooling.
Tools
MEDDPICC, Salesforce
AI focus
Aligns sales with the applied AI team on POV scoping, technical evaluations, and conversion to production; experience selling AI or automation products is preferred.
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