Director, Strategic Accounts

The role

You will lead strategic account executives who manage Pace's largest carrier, broker, and MGA relationships. You will own new business, expansion, and retention numbers by hiring, coaching, and managing account health.

What you will do

• Build and lead the team
• Hire, ramp, and develop strategic account execs
• Coach on account planning, multi-threading, and executive presence
• Set a high-performance culture with clear expectations and fast feedback
• Own forecast accuracy and account health across new business, expansion, and renewal
• Run weekly forecast, pipeline review, and deal inspection
• Act as executive sponsor on largest accounts
• Ensure accounts have mapped sponsors, a named economic buyer, and a path to next workflows
• Unblock enterprise procurement, security review, and legal
• Turn wins into playbooks including account plans and expansion plays

Required qualifications

• 4+ years leading quota-carrying enterprise or strategic account execs
• 8+ years in a quota-carrying role
• Experience leading teams through six- and seven-figure deals with long, multi-stakeholder procurement cycles
• Record of growing named accounts year over year
• Trained in MEDDPICC or a comparable value-selling framework
• Experienced installing MEDDPICC or comparable framework
• Real account planning discipline across a team
• 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
• Existing senior relationships at tier-one carriers 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 AI agents with expert review to automate insurance tasks.