Director, Workflow Strategy & GTM

Location(s)

We are hiring for this role to be based in the United States or Canada. 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 Mondays, Wednesdays, and Fridays.

About The Role

You'll be responsible for driving expansion revenue through our consumption based pricing model designed to be a strong option to include business owners as potential users. You will work product, marketing, and sales, owning the strategy and execution for driving consumption-based revenue through AI workflow adoption.

You'll design standardized workflows for business users, work with engineering to build them, position them for sales, and help close and expand deals around them. You'll operate pre-sales and post-sales and create a customer maturity adoption curve that will help move our current customers to a more AI first approach with more of their business users leveraging GC AI.

What You'll Do

• Own consumption revenue strategy: Define and execute the playbook for driving non-attorney user adoption and consumption-based revenue across new and existing customers
• Design AI workflows: Scope and design standardized legal workflows (contract requests, approval flows, M&A diligence, compliance checks) that non-attorney business users can self-serve through GC AI's platform, API, and connectors (Slack, Teams, and any other surface)
• Inform product of business user needs: Partner with Product and Engineering to build these workflows into the platform, translating customer needs and market signal into product requirements
• Drive go-to-market: Shape positioning, messaging, and sales enablement for the workflow and consumption motion; help the pre-sales team articulate the vision and close expansion deals
• Expand the install base: Work with existing customers (~1,800) to shift their thinking on who within their organization should be using GC AI and how, driving expansion revenue through non-attorney user growth
• Build the feedback loop: Stay close to customers to continuously iterate on workflow design, deployment approach, and packaging based on real adoption data and usage patterns
• Track and own KPIs: Non-attorney user count, consumption revenue, workflow adoption rates, and expansion revenue tied to this motion

What You've Done

• Built and led a team that designed, packaged, and sold AI-enabled workflows to enterprise customers, taking them from concept through deployment and adoption
• Stood up a Center of Excellence or similar cross-functional enablement function, defining best practices, building demo assets, and creating scalable content that GTM teams actually use
• Operated as a founding or early solutions engineer on strategic deals, personally supporting a disproportionate share of revenue (e.g., 50%+ of SE-assisted deals) before moving into leadership
• Taken a product capability that required heavy customization and handholding and turned it into a standardized, opinionated offering that scales with less support
• Partnered directly with product and engineering teams to influence what gets built, translating field signal into features that drive adoption
• Led process improvement initiatives that delivered measurable business outcomes (not just efficiency gains, but revenue impact or cost savings in the millions)
• Managed the tension between building and selling: you've been close enough to the product to know what's broken and close enough to customers to know what they'll pay for
• Earned recognition from leadership for going beyond your role, whether that's picking up adjacent teams, championing internal adoption of your own product, or driving cross-functional projects nobody asked you to own

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.