GTM Lead

Legora; Makati; On-site; PHP 9,844,000 - 13,126,000; Full time

Job summary

Legora is redefining how legal work is done from its London base. We seek a high-impact GTM leader to drive team performance, elevate deal quality, and translate strategy into revenue outcomes. You will coach reps, run rigorous reviews, and leverage AI to sharpen forecasting and velocity.

You will collaborate with Marketing, Product, and Customer Success to improve funnel quality and handoffs, while maintaining speed and high execution standards in a fast-moving product environment.

Qualifications

• 4–7+ years in B2B SaaS across sales, SDR, or customer-facing GTM roles.
• Demonstrated experience owning or influencing team quota attainment.
• Strong grasp of pipeline management, forecasting, and deal inspection.
• High data fluency; use metrics to identify problems and drive action.
• Experience using AI tools to analyze pipeline, improve forecasting, or identify conversion gaps.

Responsibilities

• Own team-level revenue performance and quota attainment.
• Coach reps across the full deal lifecycle — from discovery to close.
• Run structured deal reviews, pipeline inspections, and forecast calls.
• Diagnose pipeline gaps and intervene to improve conversion and velocity.
• Ensure consistent execution of our sales motions, messaging, and playbooks.
• Drive adoption of tools, CRM discipline, and operational best practices.
• Leverage AI tools to improve deal quality, pipeline visibility, and forecasting accuracy.
• Use AI-driven insights to inform coaching and deal strategy.
• Coach reps to sell workflow transformation and AI-driven value, not just product features.
• Identify opportunities to automate repetitive GTM workflows and improve execution speed.

Skills

B2B SaaS

Quota attainment

Pipeline management

Forecasting

Data fluency

AI tools usage

Coaching leadership

Cross-functional collaboration

Ambiguity tolerance

Ownership & accountability

Action-oriented

AI workflow optimization

Job description

Location
London

Employment Type
Full time

Location Type
On-site

Department
GrowthGo To Market (GTM)

About Us

Legora is on a mission: to redefine how legal work gets done. From the very start we have been very clear about the fact that we are not building a solution for lawyers, we are building it with them, because it is the only way to make sure it gets done the right way; working side-by-side every step of the way.

Our AI-native workspace empowers legal professionals not just to work faster - but to ask better questions, unlock new insights. Every day, we push the boundaries of legal tech to make complex processes smarter, faster, and more human. From thousands of documents analysed in minutes to intelligent workflows designed in collaboration with leading practices, we’re turning possibility into reality.

Today we are trusted by global firms like Cleary Gottlieb, Goodwin, Bird & Bird and Linklaters in over 40 countries, but we have no plans on stopping here. We ship fast, we iterate effectively, and we scale rapidly - not by accident, but by design.

When you join Legora, you become part of a team that believes "good enough" isn’t good enough and that the way to win is together, by empowering lawyers to do their best work with technology that truly understands them. If you’re excited by building from first principles, working with exceptional people, and accelerating change in a high-stakes, high-impact domain—then this is the moment and the place.

We’re not just shaping the future of legal tech — we’re defining it. Ready to join us in building the intelligent future of law?

What You’ll Do

You’ll be on the frontlines of our go-to-market execution: driving team performance, improving deal quality, and ensuring our GTM strategy translates into consistent revenue outcomes. You’ll work directly with reps to move deals forward, enforce execution rigor, and elevate how we sell.

Specifically, you will:

• Own team-level revenue performance and quota attainment
• Coach reps across the full deal lifecycle — from discovery to close
• Run structured deal reviews, pipeline inspections, and forecast calls
• Diagnose pipeline gaps and intervene to improve conversion and velocity
• Ensure consistent execution of our sales motions, messaging, and playbooks
• Drive adoption of tools, CRM discipline, and operational best practices
• Leverage AI tools to improve deal quality, pipeline visibility, and forecasting accuracy
• Use AI-driven insights (e.g., call patterns, win/loss signals, pipeline trends) to inform coaching and deal strategy
• Coach reps on incorporating AI into their workflows (research, discovery prep, follow-ups, objection handling)
• Identify opportunities to automate repetitive GTM workflows and improve execution speed
• Partner with Marketing, Product, and Customer Success to improve funnel quality and handoffs
• Translate GTM strategy into clear, actionable behaviors for the team
• Identify patterns in wins/losses and feed insights back into GTM and product
• Help build and refine our sales playbook (we’re building this machine together)
• Coach reps to sell workflow transformation and AI-driven value, not just product features
• Pressure-test messaging in live deals and ensure it holds up with sophisticated buyers
• Maintain high execution standards while operating at speed in an evolving product environment

What You Bring

You know how high-performing GTM teams operate — and you can make it happen on the ground. You’re structured, hands-on, and relentless about improving performance. You treat the team’s pipeline like a system you can diagnose, optimize, and scale — using data and AI-driven insights to continuously improve outcomes.

You’re comfortable operating in ambiguity and help create clarity through action. You care about how deals are won, not just whether they close, and you raise the standard of thinking across the team.

We’re Looking For

Execution & Performance

• 4–7+ years in B2B SaaS across sales, SDR, or customer-facing GTM roles
• Demonstrated experience owning or materially influencing team quota attainment
• Strong grasp of pipeline management, forecasting, and deal inspection
• High data fluency — you use metrics to identify problems and drive action
• Experience using AI tools to analyze pipeline, improve forecasting, or identify conversion gaps

Coaching & Leadership

• Proven ability to improve performance as a manager, team lead, or top IC who elevated others
• Ability to coach reps on discovery, qualification, and closing with clear, actionable feedback
• Track record of addressing underperformance and raising the bar across a team
• Ability to coach others on integrating AI into their day-to‑day sales workflows

GTM & Selling Environment

• Experience in complex, consultative sales cycles where use cases are not always predefined
• Clear communicator who can translate strategy into day-to‑day execution
• Experience working cross‑functionally with Marketing, Product, and/or RevOps

Operating Style

• Comfortable operating in fast-paced, early‑stage environments with ambiguity
• High ownership: you take responsibility for outcomes, not just activity
• Bias for action and iteration — you don’t wait for perfect systems
• Willingness to challenge assumptions and refine GTM approaches using data and market feedback
• Comfortable being deep in deal details, not just managing via dashboards
• Actively experiments with AI tools and integrates them into workflows to increase speed and quality of execution

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.