G-P - Sr. Director/Head of Sales - Gia
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Requirements
• 10+ years in B2B SaaS sales; 3+ years in sales leadership (Director/Sr Director/Head of Sales) • Proven experience building and scaling a sales org from early stage (0→1 / 1→N) • Demonstrated success in product-led sales or hybrid PLG + enterprise motions • product-led sales or hybrid PLG + enterprise • Comfortable selling into regulated or trust-heavy environments (security, legal, compliance, HR, finance) • Strong forecasting and operational rigor; ability to build repeatable process without bureaucracy • Excellent cross-functional collaboration with Product, Growth, CS, and RevOps • Experience selling AI/agentic SaaS, workflow automation, or HR/legal tech • AI/agentic SaaS • Enterprise procurement + security review expertise (SOC2, data privacy, vendor risk) • Background in usage-based expansion / land-and-expand strategies • International selling experience (helpful for global HR/compliance products) • We will consider for employment all qualified applicants who meet the inherent requirements for the position. Please note that background checks are required, and this may include criminal record checks. • The annual gross base salary range for this position is $136,000.00 - $170,000.00 plus variable compensation. • We will consider for employment all qualified applicants, including those with arrest records, conviction records, or other criminal histories, in a manner consistent with the requirements of any applicable state and local laws, including the City of Los Angeles’ Fair Chance Initiative for Hiring Ordinance, the San Francisco Fair Chance Ordinance, and the New York City Fair Chance Act. • Actual compensation for this position may vary and will depend on multiple factors such as relevant qualifications, experience, education, and geographic location. For Full-Time Regular Employees, this position is also eligible for additional compensation as follows: • Sales Roles: This position is eligible for a commission structure in addition to base salary. • Non-Sales Roles: This position is eligible for an annual bonus which is paid dependent on various factors, including and without limitation, individual and company performance in addition to base salary. • G-P. Global Made Possible.
Responsibilities
• Revenue leadership (new + expansion) • Own bookings/ARR targets for GIA across new business, upsell, and expansion • new business, upsell, and expansion • Build the GTM plan: segments, territories, coverage model, and channel strategy (as relevant) • Drive consistent forecasting, pipeline hygiene, and operating cadence (weekly/monthly/QBR) • PLS execution: PQL-to-close engine • Define the PQL → SQL → Close workflow with Growth, Product, and RevOps (routing, SLAs, scoring, follow-up playbooks) • PQL → SQL → Close • Build repeatable sales motions for: • Sales-assist (fast cycles from strong intent) • Sales-assist • Mid-market/Enterprise (security, procurement, legal/compliance reviews) • Mid-market/Enterprise • Improve conversion rates at each stage and shorten time-to-close • Upsell to existing customers (if applicable) • Create a structured motion to land GIA into existing accounts: target personas, entry points, champion-building, ROI cases • Partner with CSM/Account teams on joint plans, incentives, and expansion plays • Build a pipeline generation strategy inside the install base (usage + stakeholder mapping) • Team building & coaching • Hire, onboard, and lead the initial team (typically: 1–3 AEs, 1–2 SEs, later SDR/BDR, sales ops support) • Coach for high standards: discovery, value-based selling, security/compliance navigation, multi-threading, MEDDICC (or similar) • Build sales enablement: pitch, demo narrative, competitive positioning, mutual action plans, ROI calculators • Cross-functional leadership • Partner with Product to translate customer feedback into roadmap priorities and packaging decisions • Partner with Growth/Lifecycle to align acquisition, onboarding, and lifecycle nudges to revenue outcomes • Partner with Legal/Security/Finance on repeatable deal desk processes and standard terms
Benefits
• G-P values its employees and offers excellent benefits and perks including generous paid parental leave, flexible time off, spending accounts, medical insurance, dental insurance, vision insurance, sabbatical after 5 years and more. • Individuals residing, or applying to work, in the United States: California or Philadelphia, Pennsylvania, please review the following additional information:G-P will consider qualified applicants with arrest or conviction records in accordance with the California Fair Chance Act, Los Angeles City Fair Chance Act Ordinance, Los Angeles County Fair Chance Act Ordinance, and San Francisco Fair Chance Act Ordinance. Los Angeles applicants can review additional information regarding the Los Angeles City Fair Chance Act here: Fair Chance Initiative for Hiring Ordinance, and Philadelphia applicants can review information pertaining to Philadelphia’s Fair Criminal Record Screening Standards Ordinance here: Fair Chance Poster. Any consideration of a candidate’s background check with arrest or conviction records will include an individualized assessment based on the factors required by applicable law, including the candidate’s specific record and the duties and requirements of the specific job. • United States: California or Philadelphia • Pennsylvania, • G-P. Global Made Possible.
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