Responsibilities

• 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

Preferred

• 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