Strategic Partnerships

Company

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 every year. We're here to change that, working side-by-side with some of the largest companies in the world.

Role

We're looking for a Strategic Partnerships Manager to own some of Pace's most important partner relationships and turn them into revenue.

Today, Pace grows by deploying our agents directly with the largest insurers in the world. Consulting and channel partners help us reach more of them, faster. Your job is to own those relationships end to end: build joint go-to-market plans, bring partners into the deals where they add the most value, and make sure every partnership delivers for both sides.

You'll sit at the intersection of partnerships, sales, forward deployed engineering, and GTM.

What this looks like in practice:

• Own Pace's strategic partnerships: Take full ownership of key partners, and prospect, stand up, and manage new ones aligned with Pace's sales and growth strategy.

• Build joint go-to-market strategies with partners: Deliver joint business plans, account mapping, certification, and co-marketing and events that create pipeline for both sides.

• Put partners to work on live deals: Work with sales globally to align partners to pipeline, source partners for key deals that lack one, and add, remove, or realign partners across the full deal lifecycle.

• Own targets and revenue goals with your partners. Drive partner influenced pipeline, partner-sourced leads and partner influenced closed won ARR targets

• Keep every partnership healthy: With FDE and GTM, keep partnership health green or trending green. Surface issues early, pull in the right people to fix them, and escalate when a partnership isn't delivering value in both directions.

• Scale the partnerships operating model: Find efficiency gains in how Pace works with partners as we grow, and run the enablement and alignment sessions that equip our teams to support partners on key client and prospect accounts.

• Co-own the creation of the Pace Partner Program (name WIP) with the Head of Partnerships.

You're a great fit if you:

• Have 5+ years in partnerships, business development, sales, or consulting.

• Have a track record of managing and scaling partnerships in AI or SaaS, ideally across consulting, technology, and channel partners.

• Know partner ecosystems and joint go-to-market inside out, and can tie partner activity directly to revenue.

• Have hands-on experience with GTM stack, e.g. Salesforce, Gong

• Use AI to scale yourself, and are always looking for ways to make the partnerships motion run faster with less manual work.

• Have a high-ownership mindset: you're accountable for outcomes, not just deliverables.

• Bonus: Experience with insurance carriers, brokers, or the consultancies and SIs that serve them.

Team characteristics

The Pace team has a couple of defining characteristics:

• Integrity: The most important thing is working with good people who want to have a massive impact on the world. Our team genuinely wants to do the best work of their careers and know it'll take 5-10 years of focus to deliver.

• Ambition: The ambition for this company is not just a good vertical AI business but a $100bn+ outcome across vertical services. We're looking for people that rise to that level of ambition. Oftentimes this means they want to be the best at what they do, become leaders at scale, or one day start their own company. Pace will be the best place to learn, deliver impact, and advance your path to do something great.

At Pace, we're building a talent-dense team where teammates grow into leaders. This might mean growing into a world-class IC, owning a line of business, or leading teams. Whichever your path, we want to support you to grow at Pace and beyond for the long-term.

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