Field Enablement Manager - BDR & SMB

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 BUILD & SCALE INSIDE SALES PROGRAMS - Design and run certification-based programs spanning BDR onboarding, SMB sales methodology, product and competitive fluency, objection handling, discovery, and pipeline management. - Build repeatable systems that standardize how BDRs and SMB AEs execute across the full sales cycle—from prospecting through close. OWN THE BDR & SMB PLAYBOOK - Develop and maintain the core playbooks, talk tracks, sequencing strategies, and outbound frameworks that define how BDRs generate and qualify pipeline. - Ensure SMB reps are equipped to run efficient, high-velocity sales cycles with clear value messaging tailored to legal buyers. PARTNER WITH CROSS-FUNCTIONAL LEADERS - Work closely with sales leadership, Revenue Operations, and Product Marketing to diagnose performance gaps, align on priorities, and build programs that move the metrics that matter—conversion rates, pipeline coverage, ramp time, and win rates. - Serve as the connective tissue between Sales, Marketing, and Product to ensure BDRs and SMB AEs are always current on positioning, launches, and competitive dynamics. DRIVE HIGH-IMPACT MOMENTS - Lead enablement strategy and execution for product launches, sales kick-offs, competitive shifts, and campaign activations. - Ensure the inside sales team shows up prepared, consistent, and sharp during every high-stakes moment. What will help You thrive: - 5+ years of experience across inside sales, business development, or sales enablement roles in high-growth B2B SaaS—ideally with direct ownership of BDR or SMB programs. - A builder with strong systems-thinking: you take ambiguity and turn it into structured, scalable programs that reps actually use. - Deep fluency in outbound sales motions, pipeline generation, and the mechanics of a high-velocity SMB segment. - Quota-carrying or BDR leadership experience is a strong plus—you understand the job from the inside. - Exceptional communicator with the executive presence to partner with senior sales leadership and the operational rigor to hold programs accountable to outcomes. BONUS POINTS IF… - You've enabled teams selling AI-powered or technical SaaS products into professional services or legal buyers. - You've built certification or coaching programs that measurably improved ramp time or conversion rates. - You've scaled inside sales enablement across multiple geographies or market segments 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.