Member of GTM Staff - Founding Revenue Operations

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 outsourcing 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 our first Revenue Operations hire. Someone who can build the function from scratch and grow with it. You'll sit at the intersection of Sales, Marketing, and FDE, giving the GTM team the data, systems, and processes they need to operate at their best. This is a foundational role. You won't be walking into an existing playbook. You'll write it.

What you'll do

GTM infrastructure

• Own the full RevOps tech stack: CRM, sales engagement, marketing automation, revenue intelligence, and ensure it scales with the business

• Design and enforce the data model: accounts, contacts, opportunities, pipeline stages, and attribution

• Integrate tools across the GTM stack and eliminate manual data entry wherever possible

Pipeline & forecasting

• Build and maintain dashboards that give leadership real-time visibility into pipeline health, conversion rates, and forecast accuracy

• Own the weekly forecast process alongside the Head of Sales

• Identify gaps and leakage across the funnel and drive improvements

Sales process & enablement

• Design and document the end-to-end sales process, from lead qualification through close and keep it current as we evolve our motion

• Build playbooks, templates, and tooling that reduce friction for the AE team

• Support deal desk for complex, non-standard opportunities

Planning & strategy

• Lead territory planning, quota setting, and capacity modeling at each planning cycle

• Build compensation plan models and administer commissions accurately and on time

• Partner with Finance on ARR reporting, bookings definitions, and GTM budget planning

Qualifications

• 4–7 years in Revenue Operations, Sales Operations, or a closely related role

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

• Deep expertise in CRM administration (Salesforce strongly preferred)

• Strong analytical instincts: you're comfortable in SQL, Excel/Sheets, and BI tools, and you ask good questions of data

• Track record of designing sales processes that actually get adopted, not just documented

• 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 selling or working with insurance, financial services, or other regulated enterprise verticals

• Familiarity with enterprise procurement cycles and multi-stakeholder deals

• Prior experience as a founding or first RevOps 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

We're a <40 person team based in-person across New York and London 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.