Pace
Member of GTM Staff, Strategic Account Executive
New York City · On-site · Staff · Full-time · Posted Sep 28, 2026
- Experience
- 10+ years selling enterprise software or services.
About the job
Own the full sales cycle and long-term expansion of Pace’s largest insurance accounts, selling AI-enabled operations services and displacing incumbent BPO contracts.
What you'll do
- Manage a named portfolio from prospecting and qualification through POV, close, and multi-year renewal; build account plans and executive relationships.
- Partner with Applied AI on demos, POVs, and transitions from pilot to long-term contract; develop business cases to replace incumbent BPO and offshore spend.
- Expand deployments across workflows, unblock procurement, security, and legal, and turn successful sales approaches into reusable team assets.
What they ask for
- 10+ years selling enterprise software or services, consistently above quota on a named account portfolio.
- Personally closed seven- and eight-figure multi-year deals through long, multi-stakeholder procurement.
- Evidence of expanding an account from an initial project into a material multi-year relationship.
- Trained in MEDDPICC or a comparable value-selling framework; able to handle technical sales and engage credibly with C-level operators.
Nice to have
- Insurance experience across P&C, specialty, life, MGAs, or brokers; or relationships at top 20 US or London market carriers.
- Experience displacing incumbent BPO or offshore services spend, or selling AI or automation to operations leaders.
Tools
MEDDPICC
AI focus
Sell AI-enabled insurance operations services; partner with Applied AI on demos, POVs, and pilot-to-contract transitions.
Model-written summary · the original posting is authoritative