Manager, Enterprise Sales

GC AI; San Mateo (CA); Hybrid; USD 180,000 - 290,000; Full time

Job summary

GC AI is seeking a Manager, Enterprise Sales to lead our enterprise sales strategy and drive revenue growth. Reporting to the Senior Director of Enterprise Accounts, you will build and lead a high-performing team and close enterprise deals with mid-market legal departments.

You should bring 7+ years in B2B SaaS sales, including leadership, with a proven track record of exceeding revenue targets and engaging C-level stakeholders.

Qualifications

• 7+ years of experience in B2B SaaS sales, with at least 3 years in a sales leadership role in ENT / upper MM.

Responsibilities

• Develop Enterprise Sales Strategy: design and execute a comprehensive strategy to target in-house legal teams and close high-value deals.
• Lead and Build a Sales Team: recruit, train, and mentor a high-performing enterprise sales team.
• Drive Strategic Deals: identify, pursue, and close deals with mid-market legal departments.
• Optimize Sales Processes: build scalable processes including pipeline management, forecasting, and deal structuring.
• Collaborate Cross-Functionally: partner with Marketing, Product, CS, and Partnerships.
• Leverage Technology and Tools: implement sales tech to improve efficiency.
• Track and Report Performance: define KPIs and monitor for data-driven decisions.
• Act as a Strategic Leader: balance hands-on execution with long-term vision for growth.

Skills

B2B SaaS sales

Sales leadership

Team building

C-level engagement

Data-driven selling

Tools

CRM tools

MEDDICC

Job description

GC AI is the fastest-growing and most trusted legal AI platform for in-house legal teams. We're building the future of legal work, and we're doing it fast. You'll join at a pivotal moment—when decisions matter, impact is immediate, and the runway to shape your career is wide open. We’re a high-performing team where you'll have real ownership and influence from day one.

More than 1,800 companies use GC AI to drive their business forward, including 150+ public companies, 25+ unicorns, and brands such as News Corp, Miro, Bass Pro Shops, Snyk, Skims, Liquid Death, Vercel, Zscaler, and TIME.

We've 10x'd revenue in 12 months, raised a $60 million Series B ($555 million valuation), and are growing faster than ever. We are backed by incredible investors, including Scale Venture Partners, Northzone, Sound Ventures, and Guillermo Rauch, CEO of Vercel.

If you thrive when the stakes are high and the path isn't paved, you'll love it here. Our six guiding principles are: 1% better every day, customer obsession, ship today, find a way, care deeply, and own it completely. Come shape the future of legal work with us.

About The Role

We are seeking a Manager, Enterprise Sales to lead our enterprise 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 our enterprise sales approach. You will be a strategic leader, responsible for building and leading a high-performing sales team, forging relationships with key legal industry buyers, and closing enterprise deals.

We’re looking for a proven 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 teams to deliver measurable results.

What You’ll Do

• Develop Enterprise Sales Strategy: Design and execute a comprehensive enterprise sales strategy to target in-house legal teams, driving pipeline growth and closing high-value deals to fuel GC AI’s revenue goals

• Lead and Build a Sales Team: Recruit, train, and mentor a high-performing enterprise sales team, fostering a culture of accountability, collaboration, and excellence

• Drive Strategic 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 Strategic Leader: Balance hands-on deal execution with strategic leadership to set the vision for enterprise sales and contribute to GC AI’s growth roadmap

What You’ve Done

• 7+ years of experience in B2B SaaS sales, with at least 3 years in a sales leadership role in ENT / upper MM.

• Proven track record of leading teams to consistently exceed revenue targets and closing high-volume deals in a high-growth 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, with a history of engaging C-level stakeholders (e.g., General Counsel, CLOs) and driving consensus in complex sales cycles

• 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 enterprise sales tools

• 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.

Location Policy

This is a remote role unless you fall within the following parameters. If you live within approximately 50 miles of our San Mateo, CA or Provo, UT office, the position follows a hybrid schedule with in-office days on Tuesdays, Wednesdays, and Thursdays.

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