Director of Product Partnerships (San Mateo)
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. 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. Location Policy 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 Tuesdays, Wednesdays, and Thursdays. 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 J-18808-Ljbffr
