Senior Manager, GTM Finance

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. THE ROLE We’re hiring a Senior Manager, focused on GTM to join our Finance team. This is a high-impact role with a clear mandate: bring financial rigour and commercial insight to how we invest in growth, starting with Marketing and extending across the full GTM engine. You’ll be the finance partner to our Marketing leadership, owning the numbers behind demand generation, pipeline creation, and marketing efficiency, while staying close enough to Sales to connect spend to pipeline to bookings end to end. You’ll turn funnel data and campaign performance into decisions about where the next dollar should go. As Legora continues to scale across regions, products, and channels, you’ll play an important role in shaping how we plan, fund, and measure our path to growth, and in building the models and reporting that keep GTM investment disciplined at scale. WHAT YOU’LL DO You’ll be a key member of the FP&A team, serving as the primary finance partner to Marketing and a close collaborator to Sales and GTM Operations. You’ll own the planning, modelling, and reporting that keep GTM spend accountable to outcomes. More than that, we believe you will thrive by taking ownership of: - Partnering with Marketing leadership on annual and quarterly budget planning, spend tracking, and re-forecasting across all channels and programs - Owning marketing performance reporting, including funnel conversion, pipeline creation, cost per lead/opportunity, CAC, and marketing ROI, and turning it into clear recommendations - Building and maintaining demand generation models that connect marketing investment to pipeline, bookings, and payback - Supporting sales capacity planning, quota setting, and headcount modelling in partnership with Sales and Revenue Operations - Analysing the full GTM funnel end to end, surfacing where investment is working, where it isn’t, and what to do about it - Managing month-end close activities for marketing spend, including accruals, budget-vs-actuals, and variance analysis with clear commentary - Establishing spend governance and tracking, giving Marketing real-time visibility into budget consumption and ROI by program - Partnering cross-functionally with Accounting, Revenue, GTM Operations, and business systems to ensure data flows cleanly from spend to pipeline to revenue - Identifying process and tooling gaps and building scalable planning frameworks as the GTM finance function matures alongside the business - Acting as a builder in a fast-growing environment, contributing models, dashboards, and processes that support scale WHAT YOU BRING You’re an experienced FP&A professional who pairs strong financial fundamentals with genuine commercial fluency. You’re comfortable in the marketing metrics and equally at home talking pipeline and quota with Sales, and you know how to balance speed with control. More than that, we believe you bring: - 8+ years of experience in FP&A, GTM finance, or commercial finance, with meaningful exposure to Marketing and/or Sales finance - Experience from a technology and/or scale-up start-up environment - Deep fluency in marketing and GTM metrics, including funnel conversion, pipeline coverage, CAC, LTV, marketing ROI, and payback - Hands-on experience with budget planning, spend tracking, and re-forecasting - Strong modeling skills, including demand generation and sales capacity planning, with the ability to build clean, flexible, decision-ready models - Proven ability to build strong relationships with Marketing and Sales leadership and to influence with data - Excellent analytical and problem-solving skills, using data to inform decisions and improve outcomes - A builder mindset, comfortable working through ambiguity, maturing processes, and implementing scalable improvements - Strong execution skills and the ability to manage competing priorities during end-of-month and end-of-quarter cycles - Clear, concise communication skills, with the ability to translate numbers into narrative for non-finance stakeholders - Comfort with finance and GTM systems (e.g. Salesforce, ERP/NetSuite, and planning/BI tools) is a plus 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.