Role description
Director of Enterprise Sales
PaceMember of GTM Staff, Director of Enterprise Sales
About Pace
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.
The role
We're hiring a Director, Enterprise Sales, reporting directly to the Head of GTM. You'll lead a team of enterprise AEs selling multi-year platform deals into carriers, brokers, and MGAs, and you'll own the team's number. As the Director, Enterprise Sales you will be key in scaling our GTM function, driving revenue growth, and ensuring the team's success.
This is a management role. You won't carry an individual quota. Your leverage is who you hire, how well you coach them, and how tightly you run the process.
In-person, New York.
What you'll do
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
What we're looking for
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 have
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
Compensation & benefits
Competitive base + variable, with meaningful early-stage equity
Full medical, dental, and vision coverage
Unlimited PTO
In-person, New York City
Pace is an equal opportunity employer. We're building a team that reflects the breadth of the world we're working in, and we welcome applicants from all backgrounds and experiences.