GTM SMB Director, EMEA

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 As GTM SMB Director, EMEA, you will build, lead and scale Legora’s high-velocity SMB go-to-market motion across Europe, the Middle East and Africa. Based at our Stockholm HQ, you will own the strategy and the outcomes for the SMB segment: hiring and coaching a high-performing sales and GTM team, installing repeatable playbooks, and delivering predictable pipeline and revenue at volume. This is a Director-level builder role. You will set the bar for how we win in SMB — a high-volume, high-velocity motion that converts inbound demand, runs disciplined outbound, and partners tightly with Marketing, Engagement and Product. You are hands-on with pipeline and deals when it matters, and relentless about systems so the team scales without relying on heroics. WHAT YOU WILL BE DOING - Own the SMB GTM outcome across EMEA. Set the segment strategy, own the aggregate revenue and pipeline targets, and deliver accurate monthly and quarterly forecasts. - Build and lead the team. Recruit, onboard, coach and retain top SMB talent. Run a high-cadence operating rhythm of 1:1s, pipeline reviews, deal inspections and call coaching that raises the floor and the ceiling of performance. - Install a repeatable, high-velocity motion. Design and refine inbound qualification, outbound prospecting, discovery, demo and close playbooks suited to a high-volume book — prioritization frameworks, CRM hygiene, conversion metrics and clear service boundaries between SMB and other segments. - Drive pipeline health and forecast discipline. Keep a clean, inspectable funnel; spot conversion and velocity issues early; and put targeted actions in place to improve win rates and predictability. - Stay close to the work. Jump into strategic or stuck deals to coach through objections, multi-stakeholder evaluations and close plans — without becoming the bottleneck. - Partner cross-functionally. Work with Marketing on demand generation and campaign conversion; with Engagement on handoff, adoption and expansion signals; with Product and Product Marketing on feedback from the long tail; and with Revenue Operations on routing, tooling and reporting. - Scale what works across markets. Codify best practice so the SMB motion travels across EMEA, and feed frontline insight back into messaging, ICP and packaging. - Represent SMB with senior stakeholders. Bring a clear point of view on segment performance, risks and investment needs to GTM and company leadership. WHAT WILL HELP YOU THRIVE - Significant B2B SaaS go-to-market experience, including substantial time in high-velocity SMB or similarly scaled, high-volume sales motions, plus proven people leadership (building and coaching AE / BDR or equivalent teams). - A track record of owning team revenue targets, pipeline and forecast accuracy in a fast-growth environment — and of hitting them. - Experience designing or materially improving repeatable sales playbooks, lead routing, qualification frameworks and operating cadences — not only executing someone else’s system. - Strong coaching craft: you can diagnose skill gaps in discovery, multi-stakeholder alignment, urgency and close, and raise performance through direct, actionable feedback. - Data fluency with modern CRM and sales tooling (e.g. Salesforce); you use conversion, cycle time and activity data to find bottlenecks and act. - Cross-functional leadership: you align Marketing, Engagement, Product and RevOps around a shared SMB agenda and turn strategy into weekly execution. - A builder’s mindset: comfortable in ambiguity, biased to action, and energised by creating the systems and culture others will run. - Excellent communication and executive presence, with English as a working language; additional European languages are a plus for market engagement. - Willingness to be based at Stockholm HQ and build in person with the team. NICE TO HAVE - Experience selling into legal, professional services or other highly regulated buyers. - Prior EMEA multi-country leadership, including scaling a motion across languages and buying cultures. - Familiarity with AI-native or developer-adjacent products, and with using AI to improve GTM productivity. WHAT’S IN IT FOR YOU - The chance to build and lead Legora’s SMB GTM engine across EMEA at a legal AI company with true product–market fit. - Direct impact on how we scale a high-velocity motion — your playbooks, hires and operating rhythm will define the segment. - Close partnership with senior GTM, Marketing, Engagement and Product leadership. - A fast-moving environment where ownership, pace and raising the bar are the norm. - Competitive base salary, variable compensation and equity upside. - Centrally located offices in Stockholm, London and NYC, designed as a space for you to do your life’s work. 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.