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GTM Lead
Head of Revenue Operations at Legora
About Legora
Legora is redefining how legal work gets done. Not built for lawyers, built with them. We collaborate with the world’s best legal teams, who demand excellence, precision, and speed. Our AI-native workspace empowers legal professionals to work faster, think more clearly, and operate with unmatched precision. By analysing thousands of documents in minutes and streamlining end-to-end workflows, we eliminate complexity, allowing teams to focus on judgment, strategy, and outcomes.
With 1,000+ customers across 50+ countries, including major firms like Cleary Gottlieb, Goodwin, Linklaters, White & Case, Dentons, and Barclays, we’ve scaled to $100M+ in ARR. Supported by teams in Europe, North America, and APAC, Legora continues expanding through strategic acquisitions like Qura, Walter AI, and Graceview.
We partner with exceptional performers—from Aaron Judge and the New York Yankees to high-profile campaigns featuring Jude Law—and we hold ourselves to their standard of excellence.
At Legora, "mission before ego" is our mantra. We believe in ownership over titles, outcomes over intentions, excellence through direct feedback, and growing together. If you’re driven by impact, speed, and raising the bar, this is the place.
What You’ll Do
You’ll spearhead GTM execution at Legora, ensuring team performance drives consistent revenue by embedding high standards and AI-driven strategy.
Key Responsibilities
- Own team-level revenue performance – Your number is your responsibility, with a laser focus on quota attainment.
- Coach reps through the full deal lifecycle – From discovery to close, deliver clear, specific, and actionable feedback rooted in direct experience.
- Run structured deal reviews and pipeline assessments – Not just updates, but rigorous diagnostics to sharpen decision-making and increase conversion rates.
- Diagnose and intervene early – Identify pipeline gaps, close velocity bottlenecks, and enforce predictable execution.
- Enforce sales playbooks – Hold the line on standards for messaging, motions, and AI adoption across the team.
- Leverage AI-driven insights – Analyze call patterns, win/loss signals, and pipeline trends to optimise strategies and coach reps to integrate AI into workflows.
- Collaborate across GTM functions – Work closely with Marketing, Product, and Customer Success to improve funnel quality, ensure clean handoffs, and inform GTM strategy based on win/loss patterns.
- Build and refine the sales playbook – [Your ownership matters], shaping Legora’s sales machine from the ground up.
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What You Bring
You don’t just know about high-performing GTM teams—you’ve built them from scratch. Expect no less from yourself or your team.
Required Strengths
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Execution & Performance (6+ years in B2B SaaS sales, SDR, or GTM)
- Proven track record of owning or meaningfully influencing quota attainment—not passive contributors.
- Mastery of pipeline management, forecasting, and deal inspection techniques.
- High data literacy—dive into metrics, pinpoint root issues, and act without hesitation.
- Hands-on AI experience in pipeline analysis, forecast accuracy, or conversion gap closure.
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Coaching & Leadership (Top-performing managers or "multipliers")
- Record of raising team performance—either as a manager, hands-on sales lead, or an individual contributor who elevated others.
- Direct, actionable coaching on discovery, qualification, and closing—feedback that’s immediately useful.
- History of addressing underperformance head-on without ego, consistently raising the bar across the team.
- Experience teaching reps to integrate AI effectively into sales workflows.
Get help with your application
Your very own career expert that helps elevate your application to the next level.
- GTM & Selling Expertise
- Complex, consultative sales cycles—where the use case isn’t handed to you; you define it.
- Clarity-through-execution—translate strategy into practical, nuanced actions without losing sight of outputs.
- Cross-functional collaboration—proven chemistry with Marketing, Product, and RevOps to sharpen GTM outcomes.
Operating Style
- Fast-paced andFoundationalกร.interfaces of chaos—build the plane while flying it, never lose altitude.
- Outcomes over activity—accountable for results, not just tasks or headcount.
- Bias toward action—if the foundation isn’t perfect, iterate quickly.
- "Go big deep" mentality—lead from the front, get your hands dirty in deal details, not just trust dashboards.
- Actively experiments with AI—you use it daily to enhance your own workflows, not just follow its adoption curve.
Why Legora?
At Legora, we believe great things happen when diverse thinkers, high ownership, and down-to-earth rigor collide. This is your opportunity to redefine legal sales—with or without AI—by building the Next Playbook for GTM.
Join a team that always leads with mission before ego.
Legora is an Equal Opportunity Employer.
We’re committed to fostering a high-performance, inclusive culture where everyone’s role is valued—regardless of their race, color, religion, national origin, gender, sexual orientation, age, disability, or veteran status. Great work isn’t a luxury; it’s how we do what matters.
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