Account Executive - SMB

Job description

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. 1,000+ customers across 50+ countries trust us, including Cleary Gottlieb, Goodwin, Linklaters, White & Case, Dentons, and Barclays. We’ve scaled to $100M+ in ARR, with teams across Europe, North America and APAC, and continue to expand through acquisitions including Qura, Walter AI and Graceview. 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. WHAT YOU'LL DO You will be at the centre of Legora’s go-to-market engine for SMBs — with direct, measurable accountability for pipeline and revenue. This is not a supporting role. You own outcomes: building the strategy, running the plays, and driving the numbers. - Own end-to-end GTM initiatives with direct pipeline and revenue targets across key SMB segments and markets — not coverage, not coordination. - Build, test, and scale outbound and growth motions from zero. You’re accountable for outcomes, not outputs. - Work hand-in-hand with Sales and the team across the full deal cycle — from shaping the initial outreach narrative to supporting commercial close. - Turn Legora’s product capabilities into sharp, differentiated positioning that lands with SMB legal decision-makers. - Identify the highest-value use cases and build targeted campaigns and plays with a clear line of sight to SMB commercial outcomes. - Run structured experiments across channels and segments — move fast, kill what doesn’t work, double down on what does. - Own pipeline, conversion, and win-rate data. Diagnose what’s broken, fix it, and show the impact. WHAT YOU BRING You’re a commercially driven operator who measures success in revenue, not activity. You’re relentless, driven, and have a high work ethic — just as comfortable generating pipeline yourself as you are learning how to shape the strategy. You don’t wait to be told where the gaps are, and you don’t need years of experience to deliver big results. We’re looking for: - 1–4 years in GTM, growth, sales, or commercial roles at a SaaS company, startup, or high-growth environment. - A verifiable track record of building pipeline and driving revenue — not just supporting someone else’s number. - High work ethic, resilience, and urgency. You spot gaps, move fast, and close them — all without waiting for a process to exist. - Strong commercial judgment. You know how to prioritise what matters and say no to things that don’t move the needle. - Comfortable with ambiguity and figuring things out as you go — you build structure and clarity where none exists. - Strong communicator who can build credibility with internal teams and SMB clients alike. - Experience in legal tech, SaaS, or selling into law firms is a plus, but not required. 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.