Member of the GTM Staff, Founding Channel & Partnerships Lead

 

Pace is an 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

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Role

We're looking for our first Channel & Partnerships hire. Someone who can build the function from scratch and grow with it. You'll own how Pace reaches the market through others, building the partner ecosystem that lets us scale beyond our direct sales motion: systems integrators, consultancies, brokers, and technology alliances.

This is a foundational role reporting into the Head of GTM. You won't be walking into an existing program. You'll design the partner strategy, sign the first partners, and write the playbook that the function runs on for years.

 

What you'll do

Partner strategy & recruitment

• Define which partner types matter most to Pace, SIs, advisory and consulting firms, brokers, and technology vendors, and the sequence in which we go after them

• Build the criteria for partner selection and qualify, pitch, and close our first strategic partners

• Develop the commercial framework: referral, resell, and co-sell models, margin and fee structures, and POC/POV pricing that works for both sides

• Stand up a BizDev fund and the terms governing how it's deployed

Partner enablement & success

• Onboard new partners and build the enablement materials, training, certification, and sales tooling that get them productive fast

• Act as the day-to-day relationship owner for our partners, building trust at the working level and the executive level

• Develop joint business plans with each strategic partner, set shared targets, and hold the relationship accountable to them

• Equip partners to position Pace accurately in regulated, multi-stakeholder enterprise deals

Joint go-to-market

• Design and run co-marketing and co-selling motions: joint events, account mapping, pipeline sharing, and demand generation with partners

• Partner with Sales and FDE so partner-sourced and partner-influenced deals move cleanly through the funnel

• Represent Pace in the partner ecosystem at conferences, partner summits, and executive meetings

Program operations & strategy

• Build the partner program infrastructure: deal registration, partner portal or equivalent, agreements, and reporting

• Define and track the metrics that matter, partner-sourced pipeline, influenced revenue, partner activation and productivity, and give leadership real-time visibility

• Partner with Finance and Legal on partner contracts, revenue recognition, and margin economics

• Make the case for, and eventually hire, the team that scales the function

Qualifications

• 4–7 years in channel, partnerships, alliances, or business development, ideally with time in a closing or quota-carrying capacity

• Experience at an early-stage B2B SaaS company (you've built things, not just inherited them)

• Proven success recruiting, onboarding, and activating partners that actually drive revenue, not just logos on a slide

• Strong commercial instincts: you can structure a partner deal, model the economics, and know a good one from a bad one

• Comfortable owning relationships end to end, from a partner's field rep to their C-suite

• Ability to move fast and work across functions. You're as comfortable talking to an AE as you are to the CEO

• Clear, precise communicator who can translate complexity into decisions

Nice to have

• Experience building or running channel programs with systems integrators or Big Four / advisory firms

• Background selling or partnering in insurance, financial services, or other regulated enterprise verticals

• Familiarity with enterprise procurement cycles and multi-stakeholder deals

• Prior experience as a founding or first partnerships hire

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.

Compensation & Benefits

• Competitive base salary + meaningful early-stage equity

• Full medical, dental, and vision coverage

• Unlimited PTO

• In-person, New York City

We're a <40 person team based in-person in New York and are lucky to be perfectly positioned with leading customers and top investors to make a real impact on one of the largest industries in the world.