Sr. Director/Head of Sales - Gia

📋 Description

• • As the Sr. Director/Head of Sales for G-P Gia™, you will be instrumental in shaping and leading the sales strategy for our groundbreaking AI-powered global HR agent. This is a unique opportunity to build and scale a high-performing sales function within a product-led growth (PLG) environment, directly contributing to the acceleration of global business expansion for our clients.
• • G-P Gia™ is an indispensable AI agent designed for HR leaders, providing instant HR compliance guidance. It leverages over a decade of global employment and legal expertise, analyzing and generating compliant documents to reduce reliance on external legal counsel and significantly cut compliance costs. Your role will be pivotal in translating the product's inherent adoption and intent into tangible revenue through strategic sales execution.
• • You will own the end-to-end sales process, from converting Product Qualified Leads (PQLs) into pipeline and ultimately into closed revenue. This involves building and managing a scalable, metrics-driven sales engine that consistently meets and exceeds bookings and Annual Recurring Revenue (ARR) targets for new business, upsell, and expansion opportunities.
• • A core responsibility will be to develop and execute the go-to-market (GTM) plan for Gia. This includes defining target market segments, establishing territories, designing an effective coverage model, and identifying relevant channel strategies. You will be responsible for driving consistent and accurate forecasting, maintaining pipeline hygiene, and establishing a robust operating cadence through weekly meetings, monthly reviews, and Quarterly Business Reviews (QBRs).
• • You will play a critical role in defining and optimizing the Product-Led Sales (PLS) workflow, specifically the PQL-to-SQL-to-Close process. This requires close collaboration with Growth/Lifecycle Marketing, Product Management, Customer Success (CS), and Revenue Operations (RevOps) to establish clear routing mechanisms, Service Level Agreements (SLAs), lead scoring, and effective follow-up playbooks.
• • Building repeatable sales motions is key. You will develop and refine strategies for both sales-assist motions, catering to fast sales cycles driven by strong user intent, and for mid-market and enterprise deals that involve complex security, procurement, and legal/compliance reviews. Your focus will be on continuously improving conversion rates at each stage of the sales funnel and reducing the overall time-to-close.
• • Furthermore, you will be responsible for developing a structured approach to drive upsell and expansion revenue from our existing customer base. This involves identifying target personas, defining entry points for Gia within current accounts, building strong relationships with key stakeholders, and crafting compelling Return on Investment (ROI) cases. You will partner closely with CSMs and Account Management teams to develop joint expansion plans, align incentives, and execute targeted expansion plays, leveraging usage data and stakeholder mapping to build a robust pipeline within the existing install base.
• • As a leader, you will be tasked with hiring, onboarding, and mentoring the initial sales team, which will likely include Account Executives (AEs), Sales Engineers (SEs), and later, Sales Development Representatives (SDRs)/Business Development Representatives (BDRs), supported by sales operations. You will coach the team to uphold high standards in critical sales activities, including effective discovery, value-based selling, navigating security and compliance requirements, multi-threading into organizations, and employing methodologies like MEDDICC.
• • You will also be responsible for building comprehensive sales enablement resources. This includes developing compelling pitch decks, refining the demo narrative, defining competitive positioning, creating mutual action plans (MAPs), and building ROI calculators to equip the sales team for success.
• • Cross-functional leadership is paramount. You will collaborate closely with the Product team to translate customer feedback and market insights into actionable roadmap priorities and packaging decisions. You will partner with Growth/Lifecycle teams to ensure alignment between customer acquisition, onboarding, and lifecycle engagement strategies and overall revenue objectives. Additionally, you will work with Legal, Security, and Finance departments to establish repeatable deal desk processes and standardize contract terms, ensuring efficient and compliant deal closure.
• • This role offers the chance to be at the forefront of AI-driven sales innovation within the rapidly evolving global employment landscape, making a significant impact on how businesses operate and grow internationally.