On-site
SaaS
arbeitnow
About this role
Pace is an AI-native business process outsourcer for 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.
RoleWe’re looking for an Account Executive who will help scale the Pace platform by building relationships with top insurers and managing stakeholders through complex sales cycles. This role is based in London.
ResponsibilitiesIn this role, the core
responsibilities will include:Drive revenue growth through owning the full enterprise sales cycle - from prospecting to closeDefine Ideal Customer Profiles and create a plan to build a repeatable sales motionDevelop sales materials (pitch decks, demos, and other collateral) needed to close and scalePartner with the Deployed Engineering team on demos, POCs and a smooth transition to long-term contractsPartner with the Deployed Engineering team to ensure customer satisfaction post deployment and identify opportunities for growth within existing enterprise customers TrajectoryEqually important is that we want to invest in you for the long-term.
You’ll be leading the company across many potential paths:Sales LeadershipBusiness Development and PartnershipsGM of a business line Team characteristicsThe 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 compan
Selling Motion
Sales Cycle
Enterprise
6–18 month cycles, complex multi-stakeholder deals
Prospecting
Channel / Partner
Sell through partners, resellers, or alliances
Buyer Persona
C-Suite
Selling to executive decision-makers
Requirements at a Glance
Typical Day — Account Executive
Estimates based on role type and selling motion — actual may vary by company.
SaaS — Interview Intel
Typical Sales Cycle
30–90 days (SMB) · 3–9 months (Mid-Market) · 6–18 months (Enterprise)
Common Buyer Objections
- "We're locked into a contract with [competitor]"
- "We built something in-house already"
- "We don't have budget until next quarter"
- "Our team won't adopt another tool"
Key Industry Metrics
Hot Topics to Reference
- • AI-native product disruption
- • PLG vs sales-led motion debate
- • Vertical SaaS consolidation
- • Usage-based pricing models
Use these insights to speak the buyer's language in interviews.
Tags
Walk me through your discovery process.
Template questionHow do you handle a prospect who goes silent mid-deal?
Template questionTell me about your largest closed deal and the sales cycle.
Template questionHow do you build business cases for stakeholders?
Template questionDescribe a deal you lost and what you learned.
Template questionThis Account Executive position at Withpace involves managing the full sales cycle from prospecting through close.
SaaS sales roles typically involve consultative selling with longer deal cycles.
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