Director of Enterprise Sales

The role

You will lead a team of enterprise AEs selling multi-year platform deals into carriers, brokers, and MGAs. You will hire, coach, and manage the team to drive revenue growth and own the enterprise segment number.

What you will do

• Hire, ramp, and develop enterprise AEs
• Coach on qualification, multi-threading, and executive presence
• Set a high-performance culture with clear expectations and fast feedback
• 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
• Act as executive sponsor on largest opportunities
• Hold senior relationships at COO, Chief Claims Officer, and CIO level
• Keep team and applied AI team aligned on POV scoping, technical evaluations, and conversion to production
• Unblock enterprise procurement, security review, and legal

Required qualifications

• 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
• Comfortable in a technical sale
• Early-stage experience where you built the process rather than inherited it
• Clear, precise communicator

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

Benefits

• Competitive base + variable
• Meaningful early-stage equity
• Full medical, dental, and vision coverage
• Unlimited PTO

About the company

Pace is the AI operations partner for the world's leading insurers. They combine the speed of AI agents with expert review by their insurance operations team to automate insurance tasks.