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Role Description

Pearl operates a large consumer marketplace that connects people with independent professionals. We are now building a B2B business to help those professionals acquire clients and grow their own solo practices. This role is the General Manager of that B2B business.

You will own the end-to-end strategy, execution, and P&L for our B2B portfolio — building the go-to-market engine that will take the business from early revenue to a $100M+. This role is equal parts strategy and hands-on execution, designed for a leader who thrives in ambiguity.

What You’ll Own

• General Management & P&L:
  • Full ownership of the B2B business, including P&L, pricing, packaging, and the growth roadmap.
  • Accountability for scaling the business from early revenue to $100M+ over time by building a repeatable go-to-market model and a strong operating foundation.
  • Act as CEO of the business line: set priorities, make tradeoffs, and allocate resources for maximum impact.
• Go-to-Market Strategy & Execution:
  • Design, build, and scale an end-to-end GTM engine across acquisition, activation, conversion, retention, and monetization, ensuring tight alignment between product, marketing, sales, and customer success.
  • Develop and operationalize a repeatable vertical launch playbook, from market selection and positioning through execution, measurement, and iteration.
  • Anticipate market and customer inflection points, proactively evolving GTM strategy using leading indicators and pattern recognition.
  • Translate customer insights and performance data into sustained revenue growth, turning qualitative and quantitative signals into clear priorities, experiments, and scalable growth motions.
• Product Operations & Cross-Functional Leadership:
  • Partner closely with Product, Engineering, Business Development, Operations, and executive teams to identify and launch AI-driven capabilities that materially improve customer outcomes and unit economics.
  • Influence product and platform roadmaps to ensure GTM and business economics are tightly integrated.
  • Establish operating cadence, KPIs, and governance that enable fast execution without unnecessary bureaucracy.
  • Be the “glue” that fosters alignment and connectivity via strong communication, change management, and knowledge management practices down and across team hierarchies.
  • Hire and lead the team needed to drive growth as the business scales.
• External Leadership:
  • Represent Pearl externally with partners, at conferences, and within the independent professional ecosystem.
  • Build strategic partnerships that accelerate distribution, credibility, and adoption.

What Success Looks Like

• First 90 Days:
  • Deep understanding of the customer, market, product, and revenue mechanics.
  • Identification and activation of the highest-impact near-term revenue levers.
  • Delivery of a clear GTM roadmap, hiring plan, and initial pricing and packaging hypotheses.
• 6 Months:
  • Demonstrable acceleration in acquisition, conversion, and revenue velocity.
  • Early proof points that the vertical playbook is repeatable.
  • Operating cadence, KPIs, and team structure in place to support scale.
• 12 Months:
  • A validated path toward unlocking the broader $100M+ opportunity.
  • Pearl positioned as a category-defining platform for independent professionals.

Qualifications

• GM- or VP-level leader with full P&L ownership.
• Proven experience scaling a B2B, SaaS, marketplace, or platform business from early revenue to tens of millions.
• Deep understanding of SMB, microbusiness, or solo professional markets.
• Hands-on GTM operator with experience building acquisition and conversion engines.
• Comfortable operating in zero-to-one and one-to-many environments with incomplete playbooks.

Requirements

• Experience at companies serving independent professionals or small businesses (e.g., Intuit, Shopify, Square, Toast, GoDaddy, or similar).
• Experience launching new verticals or business lines from scratch.
• Experience building or commercializing AI-powered products.

Leadership Profile

• Entrepreneurial, high-ownership mindset with a bias for action.
• Comfortable with ambiguity and capable of bringing clarity quickly.
• Data-driven, customer-obsessed, and outcomes-oriented.
• Willing to operate at both strategic and executional levels.

Nice to Have

• Marketplace, lead-generation, or freemium business model experience.
• Experience in legal tech or related vertical SaaS markets serving independent professionals.
• Founder experience with strong learning velocity.
• Experience leading businesses as GM, Head of B2B, VP GTM, or similar.

Benefits

• True ownership: a GM role with real authority and accountability.
• A massive market opportunity at the intersection of AI and independent professionals.
• Ability to shape product, GTM, and team from the ground up.
• Backed by an established consumer platform.
• A rare opportunity to build a category-defining business, not just optimize an existing one.

Remote From these States

• California
• Florida
• Georgia
• Idaho
• Illinois
• Massachusetts
• Michigan
• New Jersey
• New York
• North Carolina
• Ohio
• Oregon
• Pennsylvania
• Texas
• Virginia
• Washington
• Wisconsin

Pay Transparency

Pearl will provide pay transparency information upon application to those in qualifying jurisdictions. Employment is with JustAnswer LLC, a Pearl company.

Our Commitment to an Inclusive Workplace

We welcome people from all backgrounds who seek the opportunity to help build a future where professional services are readily available to all. If you have curiosity, passion, and a collaborative spirit, come work with us. Pearl is committed to an inclusive workplace. Pearl is an equal opportunity employer and does not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, disability, age, or other legally protected status.

AI Disclosure & Informed Consent

Artificial intelligence (AI) technology may be used during the hiring process to record, transcribe, analyze, and rank interview responses. By submitting your application and participating in the interview process, you acknowledge and consent to the use of AI technology in the hiring process.