Senior Manager, Sales Operations

GC AI is the legal AI platform built for in-house legal teams. Your decisions shape the product, your impact is immediate, and you own your work from day one. More than 2,000 companies run their legal work on GC AI, including 200+ public companies, 25+ unicorns, and teams at News Corp, Nestlé, Miro, Bass Pro Shops, Snyk, Skims, Liquid Death, Vercel, Zscaler, and TIME. The platform holds an 80 NPS, more than double the B2B SaaS industry average, which is why GC AI is the leading legal AI platform for companies of all sizes. GC AI doubled ARR in six months. We raised a $60 million Series B at a $555 million valuation in November 2025 and won #1 Highest Customer Satisfaction at the 2026 SaaS Awards. Our investors include Scale Venture Partners, Northzone, Sound Ventures, and Guillermo Rauch, CEO of Vercel. You’ll define how things get built, not follow someone else’s playbook. Six principles guide how the team works: 📈 1% Better Every Day: small, compounding improvements across everything you ship. ❤️‍🔥 Customer Obsession: start with the customer and work backward. 🚀 Ship Today: bias toward action and iteration over perfection. 🧗 Find a Way: resourcefulness and ambition over constraint. 🤝 Care: be direct, like an honest friend, even when it’s uncomfortable. 🎯 Own It: full accountability, proactive communication, and attention to detail. About the Role We are looking for a Senior Manager, Sales Operations who can set strategy and build what's needed to execute it. You'll own the core of Sales Operations: CRM, forecasting, quota, and pipeline analytics. But the job is bigger than administering systems. You'll decide how our sales motion actually runs: designing the processes, setting the definitions and cadences, and making the calls on how we allocate quota, measure productivity, and forecast for the board. Then you'll build AI and automation directly into those processes so they scale without manual overhead. Reporting to the Head of GTM & AI Operations, you'll work closely with Sales Leadership, Finance, Marketing, Customer Success, and our GTM Engineering team, turning their priorities into processes and keeping stakeholders aligned across functions. We are scaling aggressively across strategic, enterprise, and self-serve, with a sales team set to triple over the next 12 months. Your job is to make sure the strategy, process, data, and automation scale with it. What You'll Do CRM & Pipeline Operations : Own HubSpot end-to-end, including data quality, field hygiene, stage definitions, lifecycle rules, and pipeline reporting. Build AI-assisted data hygiene and agent-assisted deal inspection that flags stalled or mis-staged deals automatically. Forecast Intelligence & Sales Process : Own forecast configuration and the weekly submission cadence. Use Gong (or equivalent) and AI-based deal scoring to surface risk and pressure-test rep-submitted calls. Drive forecast accuracy to within ±5%. Quota & Territory Architecture: Own the quota model across 60+ reps, segments, and geographies. Use SQL, scripting, and AI to build and stress-test bottom-up models with Finance. Implement territory planning in HubSpot. AI Automation & Workflow Building: Design and build automations and AI workflows that eliminate manual work: prompt-engineered agents, HubSpot workflows, and no-/low-code automation (Zapier, n8n, or similar). Write and maintain the SQL behind your own reporting. Analytics & Reporting : Build reporting on stage conversion, ramp-time tracking, pipeline velocity, and attainment. Use AI to surface anomalies, generate plain-language summaries, and enable natural-language querying. Cross-functional Partnership : Serve as the RevOps point of contact for the sales org. Partner with GTM Engineering, Marketing Ops, Customer Success, and Finance on shared systems, funnel visibility, expansion signals, and quota modeling. What You've Done 6+ years in Sales Operations, Revenue Operations, or GTM Operations at a B2B SaaS or AI company Deep hands-on HubSpot expertise, admin-level: pipelines, workflows, custom objects, reporting, and integrations Proven experience owning forecast processes with Gong or equivalent conversation intelligence and forecasting platforms Comfort building automations and AI workflows yourself, including prompt engineering, AI agents, HubSpot AI/workflows, and no-/low-code tools (Zapier, n8n, or similar) Working proficiency in SQL; able to write and own the queries behind your reporting and quota models Strong quota and territory modeling skills; comfortable building bottoms-up models with Finance from scratch A track record of owning process design and strategy, not just executing it, and managing senior stakeholders across sales, finance, and leadership You default to automating and augmenting work rather than doing it by hand High bar for data accuracy and the discipline to build systems that maintain it Strong communicator who can simplify complex systems and drive adoption across a skeptical sales org Operates with urgency, precision, and ownership in fast-moving, resource-constrained environments Experience in a high-growth startup environment where you've built while you've scaled Nice to Have Scripting experience (Python or similar) for data manipulation and automation Hands-on experience building or configuring AI agents for revenue or ops use cases 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. How We Work Together GC AI is a distributed company with team members across North America, and soon Europe. We believe that because our business is AI, human connection matters more, not less. We invest in bringing people together through our hub model: regular coworking sessions, customer dinners, team and company offsites. If you’re in a location without an office, expect up to 10% travel (and more for customer-facing roles). Team members in the San Francisco Bay Area and Provo, UT (within 50 miles of the office) work together on Tuesdays, Wednesdays, and Thursdays. As we grow, we plan to establish permanent offices in more hub cities , and we will look to our team members to help build that in-person culture. We currently hire across the United States and Canada. 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: [email protected] [email protected] 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.