Member of GTM Staff, GTM AI Associate Manager

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 complex insurance workflows. Almost $400bn per year is spent on outsourcing in financial services. 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 Sales Development Lead to build Pace’s pipeline-generation function and grow our team of GTM AI Associates.

Our GTM AI Associates sit at the front of Pace’s growth and drive the pipeline generation engine. They identify the insurers and leaders we should know, develop creative ways to reach them, and turn early conversations into meaningful enterprise opportunities.

You’ll own the function end-to-end: strategy, targets, hiring, coaching, systems, and execution. You’ll work directly alongside the team to sharpen targeting, write messaging, test new channels, and create pipeline. Over time, you’ll build the team and operating system that supports Pace’s next stage of growth.

Responsibilities

In this role, the core responsibilities will include:

• Own pipeline generation: Set and deliver ambitious qualified-pipeline targets across outbound, events, partnerships, and other emerging channels.

• Build an AI-native prospecting motion: Use AI, automation, data, and modern GTM tools to make research and outreach more relevant, efficient, and scalable.

• Create repeatable playbooks: Develop the targeting, messaging, sequences, qualification standards, and operating rhythms required to generate a consistent enterprise pipeline.

• Bring operational rigor: Establish clear metrics, dashboards, forecasts, and feedback loops across activity, conversion, pipeline quality, and performance.

• Partner across GTM: Work closely with Account Executives, Revenue Operations, Marketing, Partnerships, and Applied AI to define ICPs, prioritize accounts, execute campaigns, and improve opportunity quality.

• Develop future GTM leaders: Build the AI Associate function into a launchpad for future Account Executives, growth leaders, and business owners at Pace.

Qualifications

• 4-7 years in sales development, business development, outbound sales, or another pipeline-generating GTM role, ideally with experience both carrying a quota and leading others.

• Experience at an early-stage B2B company - you’ve built motions, playbooks, and teams rather than only inheriting them.

• Proven success creating qualified enterprise pipeline through thoughtful account selection, messaging, and outbound execution.