Director, Workflow Strategy & GTM

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.

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

Requirements

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

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