gc-ai - Head of EMEA
Requirements
• Experience selling into in-house legal teams or familiarity with the legal tech market. • Established network of enterprise SaaS and legal tech talent in the UK/EMEA. • Knowledge of AI-driven software solutions or legal text processing. • Experience with sales methodologies like MEDDICC or Command of the Message. • Experience navigating European go-to-market considerations (data residency, GDPR, localization) at a US-headquartered company. • 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, and we will look to our team members to help build that in-person culture. We currently hire across the United States and Canada. • EQUAL OPPORTUNITY EMPLOYMENT
Responsibilities
• Own the EMEA number: design and execute the regional go-to-market strategy targeting in-house legal teams, driving pipeline and closing high-value deals to hit GC AI's European revenue goals. • Build the market zero-to-one: stand up GC AI's presence in a new country, from named-account strategy and local positioning to the operating rhythm that makes the region repeatable. • Recruit and lead the team: hire, coach, and develop a high-performing sales team, setting a culture of accountability, collaboration, and excellence. • Manage a cross-functional pod: oversee Solutions Attorneys and partner closely with Customer Success to ensure strong technical selling, smooth onboarding, and durable customer relationships across the region. • Drive regional marketing and demand gen: partner with Marketing (and local contract/event support) to shape localized campaigns, events, and buyer materials that build pipeline and brand in-market. • Close complex deals: personally identify, pursue, and win complex deals with enterprise legal departments through consultative selling and relationship-building. • Build scalable process: implement pipeline management, forecasting, and deal-structuring discipline so performance is predictable as the region scales. • Track and report performance: define and monitor KPIs (quota attainment, deal size, sales cycle, win rates, pipeline coverage) to run the business on data and inform the broader European roadmap. • WHAT YOU'VE DONE • Spent 7+ years in enterprise B2B SaaS sales, including at least 3 years leading a sales team. • Consistently led teams to exceed revenue targets while personally closing complex, high-value deals in a high-growth startup or scale-up. • Built or materially scaled a new market, territory, or region, ideally in a zero-to-one or early-stage capacity. • Hired, coached, and managed high-performing sales teams, and stepped beyond pure sales to manage adjacent functions (solutions, customer success, or marketing). • Designed and implemented sales strategy, process, and tooling that drove predictable growth. • Engaged C-level stakeholders (General Counsel, CLOs) and built the relationships that carry complex sales cycles, backed by exceptional communication skills. • Operated as a self-starter in fast-paced, ambiguous environments, using strong analytical instincts to run your business.
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