• Develop prospecting strategies together with the team • Identify and map opportunities for the sales team • Manage and organize leads in the CRM • Research and analyze lead profiles and behavior • Plan and execute initial outreach (scripts and cadences) • Contact leads via phone, email and WhatsApp • Qualify leads based on defined criteria (e.g., BANT, SPIN) • Understand pains and needs, connecting them to relevant solutions • Schedule qualified meetings for sales executives • Maintain lead engagement until the meeting takes place • Record all interactions in the CRM • Contribute to the continuous improvement of commercial processes

• Align sales strategy for growth and revenue generation for new and existing business, which includes renewals, new sales efforts, and share shifting opportunities across the account • Evolve annual account sales strategy and execution; perform ongoing market landscape analysis and market research to identify top opportunities and risk • Negotiate profitable contracts to maximize Sabre revenues • Partner with sales organization to ensure effective management of customers and long-term commercial success • Implement and maintain effective sales management to provide current and accurate revenue projections and pipeline forecasts to support business growth • Sell new solutions to both existing and new customers to reach annual regional sales targets • Establish and maintain a high level of customer engagement at various levels, positioning Sabre as an innovative player in the territory • Provide regular detailed status and activity reporting in customer activities and solutions performance to leadership • Work closely with the product management, customer engagement, delivery, care and consulting leaders to ensure activities (including identifying new opportunities, implementation, and execution) are aligned with the overall corporate strategy • Support the transversal management of the account, partnering closely with support, delivery, and operational teams to ensure continuity of services and the effective ongoing operation of the account • Foster strong relationships with internal leaders/stakeholders across Sabre; responsible for collaboration and global process development across all segments in the region

• Develop and execute sales strategies to drive growth within federal agencies. • Identify, qualify, and close new business opportunities for networking products and solutions. • Manage and expand relationships with existing federal customers and partners. • Navigate federal procurement vehicles (e.g., GSA schedules, IDIQs, BPAs). • Collaborate with internal teams (engineering, marketing, leadership) to deliver tailored solutions. • Maintain accurate pipeline forecasting and reporting. • Stay current on industry trends, competitor offerings, and federal IT initiatives.

GC AI is the fastest-growing and most trusted legal AI platform for in-house legal teams. We're building the future of legal work, and we're doing it fast. You'll join at a pivotal moment—when decisions matter, impact is immediate, and the runway to shape your career is wide open. We’re a high-performing team where you'll have real ownership and influence from day one. More than 1,300 companies use GC AI to drive their business forward, including 150+ public companies, 25+ unicorns, and brands such as News Corp, Miro, Bass Pro Shops, Snyk, Skims, Liquid Death, Vercel, Zscaler, and TIME. We've 10x'd revenue in 12 months, raised a $60 million Series B ($555 million valuation), and are growing faster than ever. We are backed by incredible investors, including Scale Venture Partners, Northzone, Sound Ventures, and Guillermo Rauch, CEO of Vercel. If you thrive when the stakes are high and the path isn't paved, you'll love it here. Our six guiding principles are: 1% better every day, customer obsession, ship today, find a way, care deeply, and own it completely. Come shape the future of legal work with us. 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 We are seeking a Director of Partnerships to help build and lead GC AI’s partner engine, turning strategic relationships into a scalable, revenue-generating growth channel at a pivotal moment for the company. Reporting to Melissa Chambers (VP of Partnerships), you will have high visibility across the organization and the autonomy to define and execute our partnership strategy, owning end-to-end ecosystem development in the legal tech and enterprise software space. You will be a strategic builder and operator, responsible for mapping the in-house legal ecosystem, prioritizing high-leverage partner types (workflow integrations, channel/reseller programs, trusted advisors, and strategic alliances), activating key relationships, and creating repeatable motions that drive qualified pipeline, adoption, and ARR with low CAC. We’re looking for a proven strategic partnerships leader who thrives in fast-paced, ambiguous environments and has deep expertise in enterprise B2B SaaS sales, ideally in legal tech or AI-driven markets. You should have a track record of driving multimillion-dollar partnerships, and aligning with technical and non-technical cross-functional teams to deliver measurable results. What You'll Do - Define & Execute Partner Strategy: Along with the VP of Partnerships, you'll own GC AI’s end-to-end partner engine, map the legal tech ecosystem, prioritize high-leverage partner types (channel, integrations, strategic alliances), and build repeatable motions that drive scalable ARR with low CAC. - Build Channel & Revenue Partnerships: Launch and scale referral, reseller, and managed service programs from zero; source/onboard partners design incentives, co-selling frameworks, and attribution to generate qualified pipeline and predictable revenue. - Develop VC & High-Influence Referrals: Manage bespoke VC-led referral channels with warm intros, qualification guardrails, white-glove handoffs, and quality-focused metrics (conversion, time-to-value, repeat referrals) to protect trust and credibility. - Drive Ecosystem & Integration Partnerships: Identify and launch strategic tech integrations that embed GC AI into legal workflows; collaborate with Product/Engineering to prioritize, scope, and deliver features that boost retention and position GC AI as core infrastructure. - Enable Partners & Operations: In partnerships with Sales Enablement, Revenue Operations and Marketing, create onboarding, certification, enablement, co-marketing, and performance tracking systems; establish KPIs (pipeline influence, ROI, partner-sourced revenue) and maintain proactive relationships as the single point of accountability. - Provide Market Intelligence: Monitor legal tech, AI, and enterprise trends; represent GC AI in ecosystems/events; feed insights to Product, Sales, Marketing, and leadership to shape roadmap, positioning, and GTM. - Collaborate Cross-Functionally: Partner closely with Sales, Marketing, Product, Revenue Operations, Finance, and the exec team to align on strategy, attribution, and ecosystem plays that reduce adoption friction and accelerate growth. What You’ve Done - 7+ years in partnerships, business development, or channel roles in B2B SaaS, with at least 3+ years leading partner programs or teams in high-growth environments. - Proven success building and scaling partner motions (channel/revenue, integrations, strategic alliances) that deliver measurable revenue, pipeline, and ecosystem impact. - Track record sourcing, negotiating, onboarding, and managing partners (resellers, ISVs, VCs, advisors) to drive qualified leads, adoption, and retention. - Experience designing incentive structures, enablement programs, attribution models, and performance reporting to create predictable, data-driven partner channels. - Strong cross-functional collaboration with Sales, Product, Marketing, Revenue Operations, Finance, and leadership to align partnerships with broader GTM goals. - Demonstrated ability to map ecosystems, prioritize opportunities based on ROI/leverage, and turn "partner interest" into repeatable revenue. - Excellent relationship-building, negotiation, and communication skills, with a history of engaging senior stakeholders (e.g., GCs/CLOs, VC partners, execs) in complex deals. - Analytical mindset with expertise in tracking KPIs (e.g., partner-influenced revenue, conversion rates, ROI) and using data to optimize programs. - Self-starter who thrives in fast-paced, ambiguous startup settings while balancing strategic vision with tactical execution. Nice to have - Experience in legal tech, AI-driven tools, or selling to in-house legal teams (GC/CLO/legal ops). - Familiarity with SaaS partner economics, co-sell motions, PRM tools, or methodologies for measuring partner ROI. - Background in high-trust channels like VC referrals or trusted advisor networks. - Experience representing companies in industry events/communities to build relationships early. 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. CompensationGC AI's compensation package includes a competitive base salary and bonus benchmarked against real-time market data, as well as equity for all full-time roles. We also offer exceptional benefits. Our US-based compensation range for this role is: $250,000 - $300,000 OTE. Final offers may vary from the amount listed based on geography, candidate experience and expertise, and other factors. Equal Opportunity Employment GC AI is an equal opportunity employer that supports workplace diversity and does not discriminate on the basis of race, color, religion, gender identity/expression, national origin, age, military service eligibility, veteran status, sexual orientation, marital status, physical or mental disability, or any other protected class. GC AI is committed to working with and providing reasonable accommodation to applicants with physical and mental disabilities. #LI-GCAI Fraud Notice to GC AI Applicants To protect yourself against phishing and recruitment fraud, please note that GC AI only accepts job applications through our official careers page at https://gc.ai/careers and through sponsored jobs on LinkedIn. All legitimate communication from our team regarding job opportunities will come from a GC AI team member with a @gc.ai or @getgc.ai email address. GC AI will never: - Refer you to external websites to apply - Conduct interviews over email, chat platforms, or messaging apps - Ask you to provide payment or purchase equipment - Request personal or financial information such as your mailing address, social security number, credit card numbers, or banking information during the application process Examples of fraudulent email addresses: - info.gcai.careers.com@gmail.com - info.gc.aicareers.online.com@gmail.com - Any email address ending in @gmail.com, @yahoo.com, or other free email services If you are contacted by someone claiming to be from GC AI via an unofficial channel or from a suspicious email address, please do not share any information. Mark the communication as "phishing" or "spam" and do not respond.