Member of GTM Staff, Strategic Account Executive

The role

You will own the full cycle for a named portfolio of strategic insurance accounts. This includes prospecting, closing, and managing multi-year renewals for large carriers, brokers, and MGAs.

What you will do

• Own the full cycle on a named portfolio of strategic accounts
• Build and maintain an account plan per logo
• Hold relationships at COO, Chief Claims Officer, Chief Underwriting Officer and CIO level
• Partner with the Applied AI team on demos, POVs, and the transition from pilot to long-term contract
• Displace incumbent BPO and offshore spend
• Expand from one workflow to the next
• Unblock procurement, security review and legal
• Turn wins into reusable assets like business cases and competitive positioning

Required qualifications

• 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 expansion from a first project to a material multi-year relationship
• Trained in MEDDPICC or a comparable value-selling framework
• Comfortable in a technical sale
• Credible with C-level operators
• Early-stage experience building account strategy
• Willing to be measured on a small number of outcomes over a long horizon

Nice to have

• Insurance experience: P&C, specialty, life, MGAs, or brokers
• Existing relationships at top 20 US or London market carriers
• Experience displacing incumbent BPO or offshore services spend
• Sold AI or automation products where the buyer is an operations leader, not IT

Benefits

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

About the company

Pace is an AI-native business process outsourcer for insurers. They combine AI agents with expert review to automate insurance tasks.