Manager, Commercial Sales

OpenKrill; United States; Remote; USD 140,000 - 190,000; Full time

Benefits offered by this job

Medical, Dental & Vision — Coverage

Life & Disability Insurance

Retirement Plan

Parental Leave

Continual development allowance

In-Office Meals – DoorDash credits

Paid Time Off

Company holidays

Home Office Setup

Cell Phone Reimbursement

Relocation Support

Job summary

GC AI, a leading legal AI platform, is seeking a Manager, Commercial Sales to lead SMB/Mid-Market sales strategy and drive revenue growth. You will report to the Senior Director of Enterprise Accounts and shape the team’s approach while building relationships with key legal buyers.

You should have a track record of high-volume deals, exceeding quotas, and collaborating with Marketing, Product, CS, and Partnerships to optimize go-to-market outcomes.

Qualifications

• 5+ years in B2B SaaS sales.
• 1–3 years in a sales leadership role (SMB/Mid-Market or higher).
• Proven track record of leading teams to exceed targets.
• Experience designing and implementing sales strategies, processes, and tools.
• Excellent communication and relationship-building skills.
• Strong analytical skills and data-driven decision making.
• Self-starter with ability to balance strategy and hands-on execution.

Responsibilities

• Develop SMB/Mid-Market sales strategy to target in-house legal teams with ~$50–$200M revenue.
• Lead and mentor a sales team of 3 Account Executives, with growth plan.
• Pursue and close mid-market deals through consultative selling.
• Develop scalable sales processes: pipeline management, forecasting, deal structuring.
• Collaborate with Marketing, Product, Customer Success, Partnerships.
• Leverage sales tech to streamline operations and improve efficiency.
• Define KPIs and report performance for data-driven decisions.
• Balance active deal work with strategic leadership for growth.

Skills

B2B SaaS sales

Sales leadership

Mid-market / SMB

Team building / coaching

Data-driven / analytics

Strong communication

Self-starter / proactive

Tools

Gong

HubSpot

G Suite

MEDDICC / Command of the Message

Job description

GC AI https://gc.ai/ is the legal intelligence platform built for in-house legal teams and companies. Your decisions shape the product, your impact is immediate, and you own your work from day one.

More than 2,100 companies https://gc.ai/customers run their legal work on GC AI, including 300+ public companies, 75+ unicorns, and teams at Nestlé, Hitachi Digital, Lockheed Martin, Miro, Bass Pro Shops, Riot Games, SKIMS, Liquid Death, Vercel, TIME, and Post Holdings. The platform holds an 80 NPS, more than double the B2B SaaS industry average, reinforcing GC AI as the leading legal AI platform for companies of all sizes.

GC AI has doubled ARR in six months. We won #1 Highest Customer Satisfaction https://gc.ai/blog/gc-ai-saas-award-winner-2026 at the 2026 SaaS Awards. Our investors include Scale Venture Partners, Northzone, Sound Ventures, and Guillermo Rauch, CEO of Vercel.

You’ll define how things get built, not follow someone else’s playbook. Six principles guide how the team works:

• 1% Better Every Day: small, compounding improvements across everything you ship.
• Customer Obsession: start with the customer and work backward.
• Ship Today: bias toward action and iteration over perfection.
• Find a Way: resourcefulness and ambition over constraint.
• Care: be direct, like an honest friend, even when it’s uncomfortable.
• Own It: full accountability, proactive communication, and attention to detail.

ABOUT THE ROLE

We are seeking a Manager, Commercial Sales to lead our SMB/Mid-Market sales strategy and drive revenue growth at GC AI. Reporting to Erik Gillespie (Senior Director of Enterprise Accounts), you will have significant visibility into company-wide initiatives and the autonomy to shape this team’s sales approach. You will be responsible for building and leading a high-performing sales team, forging relationships with key legal industry buyers, and closing and expanding high-velocity deals.

We’re looking for a sales leader who thrives in fast-paced, ambiguous environments, with deep expertise in mid-market B2B SaaS sales, ideally in legal tech or AI-driven markets. You should have a track record of driving high-volume deals, leading teams to exceed quotas, and aligning with cross-functional partners to deliver measurable results.

WHAT YOU'LL DO

• Develop SMB/Mid-Market Sales Strategy: Design and execute a comprehensive commercial sales strategy to target in-house legal teams of companies with ~ $50-200M in revenue, driving pipeline growth and closing deals to fuel GC AI’s revenue goals
• Lead and Build a Sales Team: Recruit, train, and mentor a high-performing sales team of 3 Account Executives initially, fostering a culture of accountability, collaboration, and excellence, with the ability to grow the team over time.
• Proactively Drive Deals: Identify, pursue, and close deals with mid-market legal departments, leveraging consultative selling and relationship-building
• Optimize Sales Processes: Develop and implement scalable sales processes, including pipeline management, forecasting, and deal structuring, to ensure consistent performance
• Collaborate Cross-Functionally: Partner with Marketing, Product, Customer Success, and Partnerships teams to align go-to-market strategies, refine messaging, and enhance buyer experiences
• Leverage Technology and Tools: Utilize and implement sales technologies to streamline operations and improve team efficiency
• Track and Report Performance: Define and monitor KPIs (e.g., quota attainment, deal size, sales cycle length, win rates) to assess performance, identify opportunities, and drive data-driven decisions
• Act as a Proactive Leader: Balance hands-on deal execution with forward-thinking leadership to set the vision for commercial sales and contribute to GC AI’s growth roadmap

WHAT YOU’VE DONE

• 5+ years of experience in B2B SaaS sales, with at least 1-3 years in a sales leadership role in SMB/Mid-Market or higher.
• Proven track record of leading teams to consistently exceed revenue targets and closing high-volume deals in a fast-paced startup or scale-up.
• Experience recruiting, training, and managing high-performing mid-market sales teams.
• Demonstrated ability to design and implement sales strategies, processes, and tools to drive predictable revenue growth
• Exceptional communication and relationship-building skills
• Strong analytical skills, with expertise in leveraging data to run your business to optimize sales performance
• Self-starter mentality, thriving in fast-paced environments and balancing strategic planning with tactical deal execution

NICE TO HAVE

• Experience selling to in-house legal teams or familiarity with the legal tech market.
• Knowledge of AI-driven software solutions or legal text processing.
• Proficiency with sales tools such as Gong, HubSpot, G Suite (or similar)
• Experience with sales methodologies like MEDDICC or Command of the Message.
• Track record of contributing to sales playbooks or training programs.

A NOTE ON PACE

We’re building something new in a once-in-a-generation shift in technology and the legal industry, so we move at a relentless pace. We expect urgency, ownership, and good judgment even when things aren’t perfectly clear. If you need structure and consensus to do your best work, this isn’t the right place for you. If you thrive in ambiguity and growth, work with intensity, and want real responsibility, keep reading. We’re excited to meet you.

HOW WE WORK TOGETHER

GC AI is a distributed company with team members across North America, and soon Europe. We believe that because our business is AI, human connection matters more, not less. We invest in bringing people together through our hub model: regular coworking sessions, customer dinners, team and company offsites. If you’re in a location without an office, expect up to 10% travel (and more for customer-facing roles).

Team members in the San Francisco Bay Area and Provo, UT (within 50 miles of the office) work together on Tuesdays, Wednesdays, and Thursdays. As we grow, we plan to establish permanent offices in more hub cities https://gc-ai.notion.site/faq-careers-at-gc-ai, and we will look to our team members to help build that in-person culture. We currently hire across the United States and Canada.

PERKS & BENEFITS

• Medical, Dental & Vision — Comprehensive coverage for you and your family
• Life & Disability Insurance — Added protection when you need it most
• Retirement Plan — Plan and save for your future
• Parental Leave — Time to focus on what matters most
• Continuous Development — Up to $3,000/year for job-related learning & development
• In-Office Meals — DoorDash credits for breakfast, lunch & dinner
• Paid Time Off — 15 PTO days + 5 sick days, with opportunities to accrue more
• Company Holidays — 15 company holidays + 3 additional “Me Days”
• Home Office Setup — $500 for new hires to build out their workspace
• Cell Phone Reimbursement — $50/month toward your phone bill
• Relocation Support — Assistance to help make your move easier

EQUAL OPPORTUNITY EMPLOYMENT

GC AI is an equal opportunity employer that supports workplace diversity and does not discriminate on the basis of race, color, religion, gender identity/expression, national origin, age, military service eligibility, veteran status, sexual orientation, marital status, physical or mental disability, or any other protected class. GC AI is committed to working with and providing reasonable accommodation to applicants with physical and mental disabilities. #LI-GCAI

FRAUD NOTICE TO GC AI APPLICANTS

To protect yourself against phishing and recruitment fraud, please note that GC AI only accepts job applications through our official careers page at https://gc.ai/careers https://gc.ai/careers and through sponsored jobs on LinkedIn.