Product Partnerships

About the job

COMPANY

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 work. Almost $400bn 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.

ROLE

We're looking for a Product Partnerships leader to build the technology ecosystem that makes Pace more powerful, easier to deploy, and more valuable to the world's leading insurers.

You'll own Pace's relationships with frontier AI labs, core insurance platforms, data providers, and other strategic technology partners - including companies such as Anthropic, OpenAI, Guidewire, Verisk, and Vertafore. Your job is to turn those relationships into differentiated product capabilities, repeatable integrations, and joint go-to-market motions that create measurable customer and commercial value.

This is not a traditional alliances role. You'll sit at the intersection of Partnerships, Product, Engineering, Applied AI, and GTM. You'll identify where an external platform, model, or dataset can unlock customer value; shape the product and commercial strategy; and drive the work from first conversation through launch and scale.

What this looks like in practice

• Own Pace's product and technology partnerships: Build senior relationships and joint plans across frontier AI labs, core systems of record, insurance software platforms, data providers, cloud providers, and marketplaces.

• Define the product-partnership strategy: Prioritize partners and opportunities based on customer demand, product differentiation, revenue potential, and strategic leverage. Develop a clear strategy for each partner archetype and a scorecard for each relationship.

• Create joint customer value propositions: Identify where Pace agents can combine with partner models, data, workflows, or platforms to solve high-value insurance operations problems. Make sure every partnership exists for a concrete customer outcome—not for its own sake.

• Shape integrations and product roadmaps: Work with Product, Engineering, and Applied AI to scope pre-built connectors, embedded workflows, model capabilities, and reusable deployment patterns. Translate partner and customer needs into clear product requirements and sequencing decisions.

• Develop new commercial models: Structure co-sell, resell, marketplace, licensing, white-label, and embedded-product opportunities. Own the business case and coordinate commercial, legal, security, and technical work through agreement and launch.

• Turn partnerships into revenue: Build joint business plans, account maps, launch plans, and field enablement. Partner with Sales to bring technology partners into the right opportunities and track partner-sourced and partner-influenced pipeline and ARR.

• Lead complex cross-functional programs: Keep partner product teams, Pace engineers, customer stakeholders, and GTM teams aligned on scope, ownership, timelines, launch criteria, and outcomes. Surface tradeoffs early and drive decisions without relying on formal authority.

• Build technical credibility with frontier partners: Develop a deep understanding of Pace's architecture, model-routing approach, computer-use capabilities, APIs, security model, and deployment options. Represent Pace credibly with technical and product leaders at companies such as Anthropic and OpenAI.

• Measure and improve partnership health: Establish objectives and operating cadences covering roadmap progress, adoption, pipeline, revenue, reliability, and customer outcomes. Double down on partnerships creating leverage and reset those that are not.

• Scale the operating model: Build the playbooks, governance, and internal processes Pace needs to manage a growing product-partner ecosystem without slowing down.

You're a great fit if you

• Have 5+ years in product partnerships, platform partnerships, business development, product strategy, or a similarly cross-functional role in AI, enterprise SaaS, fintech, or insurtech.

• Have taken technical partnerships from idea to launch, including product scoping, commercial structuring, integration delivery, and go-to-market activation.

• Are technically fluent enough to work credibly with product and engineering leaders on APIs, data flows, models, security, deployment architecture, and integration tradeoffs.

• Can turn an ambiguous strategic relationship into a focused roadmap, business case, and executable joint plan.

• Understand platform and ecosystem business models, including co-sell, resell, marketplaces, embedded products, licensing, and white-label structures.

• Think from the customer's operating problem backward and can distinguish a strategically valuable integration from partnership theater.

• Communicate effectively with executives while remaining comfortable working through detailed product, commercial, and delivery issues.

• Build trust quickly across Product, Engineering, Applied AI, Sales, Legal, Security, and partner teams—and create alignment without formal authority.

• Have a high-ownership mindset: you're accountable for shipped capabilities and measurable outcomes, not just signed agreements.

• Bonus: Experience with frontier AI labs, insurance core platforms, insurance data providers, cloud marketplaces, or enterprise technology ecosystems; relationships with Anthropic, OpenAI, Guidewire, Verisk, or Vertafore; or prior startup experience.

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 knows it'll take 5–10 years of focus to deliver.

• Ambition: Our ambition is not just to build a strong vertical AI business, but a $100bn+ company across vertical services. We're looking for people who rise to that level of ambition - whether that means becoming the best at their craft, growing into leaders at scale, or one day starting their own company. Pace will be the best place to learn, deliver impact, and advance your path to doing something great.

At Pace, we're building a talent-dense team where teammates grow into leaders. This might mean becoming a world-class IC, owning a line of business, or leading teams. Whichever path you choose, we want to support you to grow at Pace and beyond for the long term.

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