---
type: JobPosting
title: Head of Self-Serve & Product-Led Growth
company: GC AI
category: growth-marketing
seniority: DIRECTOR
contractType: FULL_TIME
remote: ONSITE
location: San Mateo, CA
salaryMin: 200000
salaryMax: 240000
salaryCurrency: USD
market: USA
postedAt: 2026-06-18
applyUrl: "https://jobs.gem.com/gc-ai/am9icG9zdDqOsP4fEq0ZXkJMo7FygC_5?src=LinkedInJobSlots"
canonical: "https://www.growthtalent.org/empleos/growth-marketing/gc-ai/head-of-self-serve-product-led-growth-gc-ai"
---

# Head of Self-Serve & Product-Led Growth

**GC AI** · San Mateo, CA

<!--rich-->{"tags":["PLG/Self-Serve","VP-Level","B2B SaaS","Legal AI","On-site/Hybrid","$200K-$240K","High-Growth","Quota-Carrying"],"challenge":"GC AI just 10x'd revenue in 12 months and landed $60M Series B. You're their first Head of Self-Serve & PLG-tasked with scaling what's already a major revenue driver into their primary growth engine, working directly with the CRO to own the full P&L.","objectives3m":["Map current self-serve funnel end-to-end; identify top 3 friction points blocking activation and paid conversion with quantified baseline metrics","Define ICP for self-serve motion and establish north star metrics (activation rate, expansion revenue, LTV:CAC ratio) with quarterly targets aligned to revenue goals","Launch 4-5 rapid experiments (onboarding UX, pricing variants, content/SEO pillars, paid channels) to identify highest-leverage growth levers","Establish cross-functional cadence with Product, Marketing, and Sales; align on 'healthy friction' rules and handoff criteria"],"objectives6m":["Hit Q2 self-serve revenue target; demonstrate 15-25% QoQ improvement in activation or expansion metrics","Scale top 2-3 winning growth levers from experimentation phase; build repeatable playbooks for paid acquisition, organic content, and expansion loops","Ship 2-3 product-led features (Slack integration enhancements, self-serve onboarding improvements, usage-based analytics) that directly impact activation or expansion","Build self-serve as top-of-funnel engine for enterprise sales; establish referral/land-and-expand motion contributing 15%+ of enterprise pipeline"],"kpis":[{"metric":"Self-Serve Revenue (MRR/ARR)","description":"Total recurring revenue generated from self-serve sign-ups, paid conversions, and expansion-primary P&L accountability."},{"metric":"Activation Rate","description":"% of free sign-ups reaching core product value (e.g., first successful contract review/analysis) within 7 days."},{"metric":"Paid Conversion Rate","description":"% of free activated users converting to paid subscription, tracked by cohort and acquisition source."},{"metric":"LTV:CAC Ratio","description":"Lifetime value vs. customer acquisition cost by channel; target 3:1+ for sustainable self-serve motion."},{"metric":"Expansion Revenue","description":"Net new ARR from existing self-serve customers upgrading seats, plans, or new products."},{"metric":"Churn Rate (Monthly/Annual)","description":"% of self-serve customers canceling; benchmark against cohort to identify at-risk segments."},{"metric":"Funnel Conversion: Sign-up → Activation → Paid","description":"End-to-end funnel health; critical for identifying optimization opportunities at each stage."}],"tools":["Amplitude or Mixpanel (product analytics)","Slack/Discord (integration testing)","Google Analytics 4 or Heap (web analytics)","Unbounce, Optimizely, or VWO (A/B testing)","Salesforce or HubSpot (CRM, handoff tracking)","Segment (data pipeline)","Tableau or Looker (dashboarding/reporting)"],"team":{"manager":"Chief Revenue Officer (CRO)","current":"First Head of Self-Serve & PLG; peer relationships with Product, Marketing, Sales leadership; likely small team to build","hiring":"New role-first dedicated self-serve/PLG leader"},"compensation":{"salary":"$200K-$240K base","variable":"Sales commission or performance bonus (quota-carrying role)","equity":"Likely stock options; Series B company","remote":"Hybrid if within 50 miles of San Mateo, CA or Provo, UT (Mon/Wed/Fri on-site); otherwise fully remote (US/Canada)"},"benefits":["Equity/stock options (Series B, $555M valuation)","High-growth, high-stakes environment with real autonomy","Peer-level cross-functional partnerships with Product, Marketing, Sales","Access to 1,300+ customer base (150+ public companies, 25+ unicorns) for research and upsell"],"company":{"about":"GC AI is the fastest-growing, most-trusted legal AI platform for in-house legal teams. They 10x'd revenue in 12 months, raised $60M Series B at $555M valuation, and power 1,300+ companies including News Corp, Miro, Vercel, Snyk, and TIME. Backed by Scale Venture Partners, Northzone, Sound Ventures, and Vercel CEO Guillermo Rauch.","founded":null,"headcount":null,"funding":"$60M Series B ($555M valuation)","customers":"1,300+ companies: 150+ public companies, 25+ unicorns, including News Corp, Miro, Bass Pro Shops, Snyk, Skims, Liquid Death, Vercel, Zscaler, TIME","culture":"1% better every day, customer obsession, ship today, find a way, care deeply, own it completely. High-performing team with real ownership; low process overhead."},"forYouIf":["You've built or scaled a self-serve or PLG motion from the ground up and can show revenue, activation, and expansion metrics","You thrive in ambiguity and can shift from creative problem-solving to building repeatable systems as the motion scales","You're comfortable with quota accountability and designing a full P&L (sign-ups → activation → paid conversion → expansion)","You have startup, top-tier consulting (McKinsey/BCG/Bain), or PE/VC portfolio ops experience-you move fast and own outcomes"],"wontWorkIf":["You need perfect clarity and a fully mapped playbook before starting; this role requires building GTM strategy in real-time","You prefer pure strategy over hands-on execution-this is a quota-carrying, metrics-obsessed role with daily cross-functional work","You don't have direct experience with self-serve/PLG growth; adjacent experience (enterprise sales, marketing funnels) won't close the gap fast enough"],"interviewProcess":[{"step":"Initial Screening","detail":"Conversation with recruiter or People team on PLG background, motivation, and remote/location fit"},{"step":"Deep Dive: Self-Serve Case Study","detail":"1-hour call with CRO + Head of Product diving into your past self-serve/PLG success; metrics, experiments, challenges, and cross-functional alignment"},{"step":"Growth Strategy Challenge","detail":"Take-home or live working session: design 90-day self-serve GTM strategy for GC AI, including ICP, funnel, experiments, and success metrics"},{"step":"Cross-Functional Panel","detail":"30-min conversations with Product, Marketing, and Sales leads to assess collaboration style and strategic alignment"},{"step":"Final: CRO + CEO Conversation","detail":"Cultural fit, mission alignment, and final expectations on autonomy, team structure, and first-year goals"}]}

[Apply →](https://jobs.gem.com/gc-ai/am9icG9zdDqOsP4fEq0ZXkJMo7FygC_5?src=LinkedInJobSlots)

---

Canonical: https://www.growthtalent.org/empleos/growth-marketing/gc-ai/head-of-self-serve-product-led-growth-gc-ai