GTM Lead

About the role

Legora is redefining how legal work gets done. Not built for lawyers, built with them. We work alongside the world's best legal teams, who expect excellence, precision, and speed, and we hold ourselves to the same bar. Our AI-native workspace lets legal professionals move faster, think more clearly, and operate with sharper precision. By analysing thousands of documents in minutes and powering end-to-end workflows, we cut through complexity, teams can focus on what matters: judgment, strategy, and outcomes. 1,000+ customers across 50+ countries trust us, including Cleary Gottlieb, Goodwin, Linklaters, White & Case, Dentons, and Barclays. We've scaled to $100M+ in ARR , with teams across Europe, North America and APAC, and continue to expand through acquisitions including Qura, Walter AI and Graceview. We partner with world-class performers: including Aaron Judge and the New York Yankees, Ludvig Åberg (and his caddie), and campaigns featuring Jude Law. Joining Legora means three things. We lean in: ownership over titles, outcomes over intentions. We fight for excellence: high standards, direct, ego-free feedback. We grow together: as a team and with our customers. Mission before ego. Everyone contributes. No one coasts. If you're driven by impact, pace, and raising the bar. This is the place.

Responsibilities

• Specifically, you will
• Own team-level revenue performance and quota attainment - the number is yours.
• Coach reps across the full deal lifecycle, from discovery through to close, with clear, specific, and actionable feedback.
• Run structured deal reviews, pipeline inspections, and forecast calls that drive decisions - not just status updates.
• Diagnose pipeline gaps early and intervene with precision to improve conversion rates and deal velocity.
• Enforce consistent execution of Legora's sales motions, messaging, and playbooks - and hold the line on standards.
• Use AI-driven insights - call patterns, win/loss signals, pipeline trends - to sharpen coaching, improve deal strategy, and coach reps to embed AI into their daily workflows.
• Partner with Marketing, Product, and Customer Success to strengthen funnel quality, ensure clean handoffs, and feed win/loss patterns back into GTM strategy and product thinking.
• Build and sharpen our sales playbook - we're constructing this machine together, and your fingerprints should be on it.
• What you bring
• You create clarity through action, raise the standard of thinking across the team, and don't wait for perfect conditions to move.
• We're looking for
• Execution & performance
• 6+ years in B2B SaaS across sales, SDR, or customer-facing GTM roles.
• Demonstrated experience owning or materially influencing team quota attainment - not just contributing to it.
• Strong command of pipeline management, forecasting, and deal inspection.
• High data fluency - you read metrics, identify the real problem, and act on it quickly.
• Hands-on experience using AI tools to analyse pipeline health, improve forecast accuracy, or close conversion gaps.
• Coaching & leadership
• Proven ability to improve performance - as a manager, team lead, or a top IC who made the people around them better.
• Ability to coach reps on discovery, qualification, and closing with feedback that is specific, grounded, and immediately actionable.
• Track record of addressing underperformance directly and raising the bar across a team, not just for individuals.
• Ability to coach others on integrating AI into their day-to-day sales workflows in ways that actually stick.
• GTM & selling environment
• Experience in complex, consultative sales cycles where the use case isn't handed to you - you help define it.
• Clear, direct communicator who can turn strategy into execution without losing nuance.
• Cross-functional experience working with Marketing, Product, and/or RevOps to improve GTM outcomes.
• Operating style
• Comfortable in fast-paced, early-stage environments - you build the plane while flying it and don't lose altitude.
• High ownership: you're accountable for outcomes, not activity.
• Strong bias for action and iteration - you don't wait for perfect systems before moving.
• Comfortable going deep in deal details - you lead from the front, not from a dashboard.
• Actively experiments with AI tools and integrates them into your own workflows, not just your

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