GTM Team Lead - Iberia

Legora; Madrid; On-site; EUR 90,000 - 130,000; Full time

Job summary

Legora is seeking an experienced GTM leader to own revenue performance and drive predictable growth across the customer lifecycle. You will coach and develop team members, lead pipeline reviews, and improve GTM processes through data-driven insights.

You will collaborate with Marketing, Product, and Customer Success to optimize funnel performance and forecast accuracy, leveraging AI to sharpen deal strategy and outcomes. English and Spanish communication are essential for this role.

Qualifications

• 8+ years of experience in B2B SaaS within sales or related GTM functions.
• Strong track record in pipeline management, forecasting, deal strategy, and revenue growth.
• Proven ability to coach, develop, and elevate performance through direct feedback.
• Strong analytical skills to interpret data and translate insights into actions.
• Experience leveraging AI and modern GTM technologies to improve productivity and forecasting.
• Excellent communication and stakeholder management to align cross-functional teams.
• Hands-on, high-ownership mindset with bias for action and continuous improvement.
• Able to communicate confidently in English and Spanish, with English as the primary language.

Responsibilities

• Own team revenue performance and quota attainment, driving accountability and predictable growth.
• Coach and develop team members across the customer lifecycle with actionable feedback.
• Lead pipeline reviews, deal inspections, and forecasting to improve decision-making and GTM effectiveness.
• Identify performance gaps and implement actions to improve pipeline health and win rates.
• Establish high standards for GTM execution and consistent messaging, processes, and playbooks.
• Leverage data, analytics, and AI-driven insights to optimise team productivity and deal strategy.
• Partner cross-functionally with Marketing, Product, Customer Success, and Revenue Operations to improve funnel performance.

Skills

Pipeline management

Forecasting

Deal strategy

Team coaching

Analytics

AI in GTM

Stakeholder management

B2B SaaS sales

Tools

CRM tools

GTM technologies

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 Will Be Doing

• Own team revenue performance and quota attainment, driving accountability, consistent execution, and predictable growth.

• Coach and develop team members across the entire customer lifecycle, providing clear, actionable feedback that improves performance and accelerates results.

• Lead pipeline reviews, deal inspections, and forecasting processes to improve decision‑making, forecast accuracy, and overall GTM effectiveness.

• Identify performance gaps and conversion challenges early, implementing targeted actions to improve pipeline health, deal velocity, and win rates.

• Establish and maintain high standards for GTM execution, ensuring consistent adoption of messaging, methodologies, processes, and best practices.

• Leverage data, analytics, and AI‑driven insights to optimise team productivity, strengthen deal strategy, and improve commercial outcomes.

• Partner cross‑functionally with Marketing, Product, Customer Success, and Revenue Operations to enhance funnel performance, refine GTM strategy, and continuously improve playbooks and ways of working.

What Will Help You Thrive

• 8+ years of experience in B2B SaaS within sales, business development, or other customer‑facing GTM functions, with experience leading or influencing team performance.

• A strong track record in pipeline management, forecasting, deal strategy, and driving revenue growth in fast‑paced, high‑growth environments.

• Proven ability to coach, develop, and elevate performance through direct, constructive, and actionable feedback.

• Strong analytical skills with the ability to interpret data, identify root causes, and translate insights into measurable actions and results.

• Experience leveraging AI and modern GTM technologies to improve productivity, forecasting accuracy, pipeline health, and team effectiveness.

• Excellent communication and stakeholder management skills, with the ability to align cross‑functional teams and turn strategy into execution.

• A hands‑on, high‑ownership mindset with a bias for action, adaptability, and a commitment to continuous improvement and learning.

• Communicate confidently in both English and Spanish, with English serving as the primary company language and Spanish required for local market engagement and relationship management.

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.