Founding Channel & Partnerships Lead — Scale with Partners

Pace; New York (NY); On-site; USD 120,000 - 180,000; Full time

Benefits offered by this job

Competitive base salary + meaningful初

Job summary

Pace, an AI operations partner for insurers, is hiring its first Channel & Partnerships lead to own the market entry through systems integrators, brokers, and technology alliances. You will design the partner strategy, sign the first partners, and create a playbook for the function.

Reporting to the Head of GTM, you’ll stand up enablement materials, cooperate with Sales, and drive co-marketing and co-sell motions while shaping the program operations and metrics in a fast-paced NYC-based setting.

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.

Responsibilities

• 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
• 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
• 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
• 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

Skills

Channel sales

Partnerships

Alliances

Business development

Closing deals

Cross-functional collaboration

Relationship management

Job description

Pace, an AI operations partner for insurers, is hiring its first Channel & Partnerships lead to own the market entry through systems integrators, brokers, and technology alliances. You will design the partner strategy, sign the first partners, and create a playbook for the function.

Reporting to the Head of GTM, you’ll stand up enablement materials, cooperate with Sales, and drive co-marketing and co-sell motions while shaping the program operations and metrics in a fast-paced NYC-based setting.