Director of Revenue, Federal

ABOUT US 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. 2,100+ customers across 80+ countries trust us, including Cleary Gottlieb, Goodwin, Linklaters, White & Case, Dentons, and Barclays. We’ve scaled to $200M+ in ARR, with teams across Europe, North America and APAC, and continue to expand through acquisitions including Qura, Walter AI, Graceview, Cadastral, and Wexler. 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. THE ROLE Legora is opening a new federal vertical inside our North America sales organization, and we need a leader to launch it. You'll set the strategy, win our first agency customers, and hire the team that takes federal from a handful of deals to a real business. In the early months you'll be hands-on, leading the first pursuits yourself and working with Product, Security and Legal Engineering to demonstrate Legora's value and address agency requirements throughout the sales process. As the federal business grows, you'll build and manage a team of account executives. You'll report to Harry St. John, our VP of Revenue for the US, and be one of the senior voices for Legora with federal buyers, from agency general counsel offices to CIO, CISO and contracting leadership. WHAT YOU’LL DO - Own the federal number: pipeline, forecast, bookings and the multi-year revenue plan. - Decide where we play first. Prioritize agencies based on legal use cases, customer access, procurement paths, security authorization readiness and commercial potential. - Personally lead and close our first federal deals, drawing on your existing agency relationships. - Hire, onboard and coach the first account executives and supporting roles, and set the bar for the team. - Turn early wins into a repeatable motion: how we qualify, which buying path we pursue for each opportunity, how security reviews are sequenced, and how we plan around agency budget cycles. - Coordinate with Security, Compliance, Legal and Finance to understand agency requirements, align deal timelines with authorization and contracting milestones, and surface blockers early. - Partner with Legal Engineering and Solutions Consulting to run evaluations, pilots and proofs of value that agency lawyers actually adopt. - Shape our approach to resellers, integrators and contract-vehicle holders. - Carry the voice of federal customers back to Product and company leadership. - Build Legora's presence in the Washington legal and gov-tech community. - Travel to agency sites, New York City and other Legora locations as the work requires. WHAT YOU BRING - 8+ years in enterprise technology sales, with a substantial portion selling directly to U.S. federal agencies. - A record of exceeding a federal sales quota yourself, alongside experience hiring, coaching and managing federal sellers and building or scaling a federal sales team. - Existing relationships across federal legal, CIO, CISO and procurement offices that can open doors for a new vendor. - Working knowledge of how the federal government buys: FAR basics, schedules and contract vehicles, other-transaction and sole-source routes, and selling through resellers and primes. - Experience selling enterprise software through federal security and authorization processes, including FedRAMP and agency approvals, in partnership with Security and Compliance. Familiarity with long sales cycles and the federal fiscal calendar. - Comfort running deals with many stakeholders at once: attorneys who will use the product, technology and security leaders who must approve it, and contracting officers who control the paper. - Executive presence with senior government officials, and the judgment to know when to push and when to wait. - A builder's temperament: you're energized by ambiguity, willing to do the work yourself, and want to create something new at a fast-growing company. - A real belief that government lawyers deserve the best tools available. - Nice to have: - Experience selling AI, SaaS or legal technology into government. - Prior work with government legal departments or offices of general counsel. - Experience managing reseller or channel partnerships in the public sector. WHAT’S IN IT FOR YOU - Global collaboration: Partner with teams and clients across Europe, APAC, and North America. - Competitive package: Comprehensive salary, benefits, and tools for success. - Meaningful work: Your efforts shape how thousands of lawyers use AI daily. - In-person environment: Union Square office designed for ambitious builders and company provided lunch daily. - Benefits & Perks: We invest in our people with a comprehensive, thoughtfully designed benefits package: Medical, Dental & Vision - Multiple medical plan options through Aetna and Kaiser Permanente - HSA or Healthcare FSA (based on plan selection) - Dental plans via MetLife - Vision plans via Vision Care Family Support - Generous parental leave - Free access to Maven Clinic - Dependent Care FSA - Free One Medical membership for employees and dependents Additional Perks - Pre-tax commuter benefits - Life Insurance + STD/LTD - 401(K) with generous company match - Unlimited PTO - Robust voluntary benefits, including identity protection (via Aura), legal coverage via MetLife, pet savings programs, and more Legora is an Equal Opportunity Employer At Legora, we believe great teams are built on diversity of thought and experience. We’re proud to be an equal opportunity employer and committed to creating an inclusive, high-performance culture where everyone can do their best work. We welcome people of all backgrounds and don’t discriminate based on race, color, religion, national origin, gender, gender identity or expression, sexual orientation, age, disability, veteran status, or any other characteristic protected by law.