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).