Manager, Sales Development

Join us as Manager, Sales Development at GC AI
.

GC AI is the trusted AI platform for in‑house legal teams. We help lawyers draft, review, and analyze with precision and confidence. More than 1,000 companies use GC AI to move faster and work smarter across their legal teams, including 50+ public companies, 25+ unicorns, and brands such as News Corp, Skims, Zip, Miro, Snyk, Liquid Death, Vercel, Zscaler, TIME Inc.,

and more.

We’ve 10x’d revenue in the past 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. Come build the future of legal AI with us!

We are seeking an SDR Manager to build and lead our Sales Development Representative (SDR) team from the ground up at GC AI. Reporting to Andrew Conley (CRO), you will play a pivotal role in shaping our lead generation strategy and driving pipeline growth. This is a hands‑on role with significant autonomy to hire a high‑performing SDR team, establish scalable processes, and implement tools to fuel GC AI’s revenue goals.

We’re looking for a dynamic leader who thrives in ambiguous, fast‑paced environments, with proven expertise in B2B SaaS sales development, ideally in legal tech or AI‑driven markets. You should have a track record of building SDR teams, creating effective processes, and delivering measurable results in lead generation and pipeline development.

• Build the SDR Function:
  Design and execute a sales development strategy to generate and qualify high‑quality leads for in‑house legal teams, driving pipeline growth to support GC AI’s enterprise sales goals.
• Hire and Lead an SDR Team:
  Recruit, onboard, and mentor a high‑performing SDR team, fostering a culture of accountability, collaboration, and continuous improvement.
• Create Processes and Structure:
  Develop and document scalable sales development processes, including lead qualification, outreach cadences, pipeline handoff, and forecasting, to ensure consistent performance.
• Implement Technology and Tools:
  Select and integrate best‑in‑class sales development tools to enhance team efficiency and data‑driven decision‑making.
• Drive Lead Generation:
  Oversee outbound and inbound lead generation efforts, leveraging consultative approaches to engage legal department decision‑makers (e.g., General Counsel, in‑house counsel).
• Collaborate Cross‑Functionally:
  Partner with Marketing, Sales, and Customer Success teams to align lead generation strategies, refine messaging, and optimize the handoff to Account Executives.
• Track and Report Performance:
  Define and monitor KPIs (e.g., lead volume, conversion rates, pipeline contribution, SDR quota attainment) to assess performance, identify bottlenecks, and drive improvements.
• Act as a Hands‑On Leader:
  Balance strategic planning (e.g., setting team goals, designing playbooks) with tactical execution (e.g., coaching SDRs, refining outreach scripts) to establish a world‑class SDR function.

• 5+ years of experience in B2B SaaS sales or sales development, with at least 2 years in a leadership role managing SDRs or similar teams.
• Proven track record of building an SDR team from scratch or significantly scaling a sales development function in a high‑growth startup or scale‑up.
• Experience recruiting, training, and coaching SDRs to exceed lead generation and pipeline targets.
• Demonstrated ability to design and implement sales development processes, cadences, and technology stacks to drive predictable outcomes.
• Strong communication and coaching skills, with a history of engaging prospects and motivating teams in fast‑paced environments.
• Analytical mindset, with expertise in leveraging CRM data (e.g., Salesforce, Hub Spot) to optimize performance and report on KPIs.
• Self‑starter mentality, comfortable navigating ambiguity and balancing strategic vision with hands‑on execution.

• Experience in legal tech or selling to in‑house legal teams.
• Familiarity with AI‑driven software solutions or legal text processing.
• Proficiency with sales development tools.
• Knowled…