BDR Team Lead EMEA

Legora; Stockholms kommun; On-site; SEK 900,000 - 1,300,000; Full time

Job summary

Legora seeks a high-impact Business Development Team Lead to steer our EMEA sales organization through its next growth phase, scaling a top-tier BDR unit from Stockholm. You will own pipeline generation, coach reps, and define processes to drive repeatable results.

You will partner with Sales, Marketing and Operations to maximise pipeline and build a bench of future leaders, while maintaining Legora’s customer-first standards and fast-paced culture.

Qualifications

• Experience leading and developing high-performing Business Development or SDR teams in a high-growth B2B SaaS environment.
• Proven track record building repeatable outbound motions that generate qualified pipeline.
• Strong coaching skills with evidence of helping individuals improve performance and careers.
• Data-driven approach using metrics to diagnose challenges, prioritise improvements and measure success.

Responsibilities

• Build, lead and develop a high-performing team of Business Development Representatives, creating a culture of accountability, coaching and continuous improvement.
• Own outbound pipeline generation, ensuring the team consistently creates high-quality opportunities that contribute meaningfully to company growth.
• Define performance standards, monitor key metrics and use data to identify opportunities to improve conversion, productivity and execution.
• Coach BDRs through regular 1:1s, call reviews and deal inspections, helping them develop skills and confidence to exceed targets.
• Partner closely with Sales, Marketing and Operations to ensure campaigns, territories, messaging and processes maximise pipeline creation.
• Hire, onboard and develop exceptional talent, building a strong bench of future Account Executives and sales leaders.
• Continuously refine outbound strategies, testing new approaches, tooling and messaging to improve response rates and overall effectiveness.
• Foster a customer-first mindset, ensuring every interaction reflects the quality and professionalism of the Legora brand.

Skills

Leadership of BDR/SDR teams

Outbound pipeline development

Coaching and performance management

Data-driven decision making

Cross-functional collaboration

Excellent communication

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 are seeking a high-impact Business Development Team Lead to lead our EMEA sales organisation through its next phase of growth. You’ll be responsible for scaling a high-performing BDR organisation, coaching reps into world-class BDRs and driving consistent execution across the region.

You’ll own pipeline generation, talent development, and scalable processes, while also representing as the top of funnel leader in Stockholm.

What you will be doing:

• Build, lead and develop a high-performing team of Business Development Representatives, creating a culture of accountability, coaching and continuous improvement.

• Own outbound pipeline generation, ensuring the team consistently creates high-quality opportunities that contribute meaningfully to company growth.

• Define performance standards, monitor key metrics and use data to identify opportunities to improve conversion, productivity and execution.

• Coach BDRs through regular 1:1s, call reviews and deal inspections, helping them develop the skills and confidence to exceed their targets.

• Partner closely with Sales, Marketing and Operations to ensure campaigns, territories, messaging and processes maximise pipeline creation.

• Hire, onboard and develop exceptional talent, building a strong bench of future Account Executives and sales leaders.

• Continuously refine outbound strategies, testing new approaches, tooling and messaging to improve response rates and overall effectiveness.

• Foster a customer-first mindset, ensuring every interaction reflects the quality and professionalism of the Legora brand.

What Will Help You Thrive

• Experience leading and developing high-performing Business Development or SDR teams in a high-growth B2B SaaS environment.

• A track record of building repeatable outbound motions that consistently generate qualified pipeline.

• Strong coaching skills, with evidence of helping individuals improve performance and progress in their careers.

• A data-driven approach, using metrics to diagnose challenges, prioritise improvements and measure success.

• Excellent collaboration skills and experience working cross-functionally with Sales, Marketing and Revenue Operations.

• The ability to balance strategic thinking with hands-on execution, knowing when to zoom in and when to step back.

• Strong communication skills and the credibility to influence stakeholders across the business.

• Ambition, resilience and a passion for building high-performing teams in a fast-growing environment.

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.