GTM Manager - Public Sector

Legora; Sydney; On-site; AUD 180,000 - 280,000; Full time

Job summary

Legora, an AI-native legal-tech company, is seeking a commercially driven operator to lead its go-to-market push into public sector and government legal teams. You will own strategy, plays, and measurable revenue, not just coordination.

In this role you will build outbound motions, work with Sales across the full cycle, tailor campaigns to procurement cycles, and codify a scalable GTM playbook. Previous public sector sales success is essential.

Qualifications

• 4–8 years in GTM, growth, or commercial roles selling into public sector.
• Verifiable track record of directly driving pipeline and revenue with government accounts.
• Deep fluency in public sector sales cycles: RFPs/RFTs, multi-stakeholder processes.
• Familiarity with selling tech into government bodies, including security/compliance requirements.
• Demonstrated ability to take a GTM initiative from whiteboard to measurable commercial impact.
• High ownership and urgency; you spot gaps and move fast.
• Sharp commercial judgment; prioritise for maximum impact.
• Comfort with ambiguity and long-cycle, structured environments.
• Strong communicator with internal teams and senior government stakeholders.
• Experience selling into government legal departments is a plus.

Responsibilities

• Own end-to-end GTM initiatives with direct pipeline and revenue targets across public sector.
• Build, test, and scale outbound motions tailored to government procurement cycles.
• Work with Sales across the full deal cycle—from outreach to close.
• Turn Legora's product capabilities into sharp positioning for government legal departments.
• Identify high-value use cases in public sector and build targeted campaigns.
• Run structured experiments across channels and segments; iterate quickly.
• Own pipeline, conversion, and win-rate data; diagnose and fix issues.
• Help codify Legora's public sector GTM playbook for scale.

Skills

Pipeline ownership

Public sector sales

End-to-end GTM

Stakeholder management

Strategic thinking

Communication skills

Decision making

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.

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.

What you'll do

You will lead Legora's go-to-market push into public sector and government legal teams -with direct, measurable accountability for pipeline and revenue in this segment. 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 public sector and government legal buyers — not coverage, not coordination.

• Build, test, and scale outbound and growth motions tailored to government procurement cycles and public sector buying behaviour, from zero.

• Work hand-in-hand with Sales across the full deal cycle — from shaping the initial outreach narrative to navigating procurement frameworks and supporting commercial close.

• Turn Legora's product capabilities into sharp, differentiated positioning that lands with government legal departments, public sector counsel, and agency decision-makers.

• Identify the highest-value use cases across public sector legal functions and build targeted campaigns and plays with a clear line of sight to 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.

• Help define and codify Legora's public sector GTM playbook — not just what works, but why it works and how to scale it across the business.

What you bring

You're a commercially driven operator who measures success in revenue, not activity. You're as comfortable generating pipeline yourself as you are shaping the strategy behind it — and you don't wait to be told where the gaps are.

We're looking for:

• 4–8 years in GTM, growth, sales, or commercial roles selling into public sector, government, or highly regulated environments.

• A verifiable track record of directly driving pipeline and revenue with government or public sector accounts — not supporting someone else's number.

• Deep fluency in public sector sales cycles: procurement processes, RFPs/RFTs, security and compliance requirements, multi-stakeholder approval chains, and longer, more formal buying cycles.

• Familiarity with the legal and regulatory considerations specific to selling technology into government bodies (e.g. data residency, security clearances, accreditation requirements).

• Demonstrated ability to take a GTM initiative from whiteboard to measurable commercial impact — end to end, no handoffs.

• High ownership and urgency. You spot gaps, move fast, and close them — without waiting for a process to exist.

• Sharp commercial judgment. You know how to prioritise for maximum impact and say no to what doesn't move the needle.

• Comfortable with ambiguity and long-cycle, structured environments — you build clarity where none exists.

• Strong communicator who can earn credibility with internal teams and senior government or public sector stakeholders alike.

• Experience selling into government legal departments, public sector counsel, or regulatory bodies is a strong plus.

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.