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.

Requirements

• 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.

Preferred

• 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.