Inside Sales Enablement Lead: BDR & SMB

Legora; Stockholms kommun; On-site; SEK 700,000 - 900,000; Full time

Job summary

Legora is redefining how legal work gets done with an AI-native workspace designed for speed and precision. We seek an experienced Inside Sales Enablement leader to build scalable programs, certify onboarding, and drive pipeline across BDRs and SMB AEs.

You will own playbooks, messaging, and outbound frameworks while partnering with Sales, Revenue Operations, and Product Marketing to improve conversion, ramp time, and win rates in a fast-growing B2B SaaS environment.

Qualifications

• 5+ years of experience across inside sales, business development, or sales enablement roles in high-growth B2B SaaS—ideally with direct ownership of BDR or SMB programs.
• Builder with strong systems-thinking: turn ambiguity into structured, scalable programs used by reps.
• Fluency in outbound sales motions, pipeline generation, and the mechanics of a high-velocity SMB segment.
• Quota-carrying or BDR leadership experience is a strong plus.
• Exceptional communicator with the executive presence to partner with senior sales leadership and the operational rigor to hold programs accountable to outcomes.

Responsibilities

• Design and run certification-based programs spanning BDR onboarding, SMB sales methodology, product and competitive fluency, objection handling, discovery, and pipeline management.
• Build repeatable systems that standardize how BDRs and SMB AEs execute across the full sales cycle—from prospecting through close.
• Develop and maintain the core playbooks, talk tracks, sequencing strategies, and outbound frameworks that define how BDRs generate and qualify pipeline.
• Ensure SMB reps are equipped to run efficient, high-velocity sales cycles with clear value messaging tailored to legal buyers.
• Collaborate with sales leadership, Revenue Operations, and Product Marketing to diagnose performance gaps, align on priorities, and build programs that move the metrics that matter—conversion rates, pipeline coverage, ramp time, and win rates.
• Serve as the connective tissue between Sales, Marketing, and Product to ensure BDRs and SMB AEs are always current on positioning, launches, and competitive dynamics.
• Lead enablement strategy and execution for product launches, sales kick-offs, competitive shifts, and campaign activations.
• Ensure the inside sales team shows up prepared, consistent, and sharp during every high-stakes moment.

Skills

Inside sales

Sales enablement

BDR leadership

Systems thinking

Outbound sales

High-velocity SMB

Job description

Legora is redefining how legal work gets done with an AI-native workspace designed for speed and precision. We seek an experienced Inside Sales Enablement leader to build scalable programs, certify onboarding, and drive pipeline across BDRs and SMB AEs.

You will own playbooks, messaging, and outbound frameworks while partnering with Sales, Revenue Operations, and Product Marketing to improve conversion, ramp time, and win rates in a fast-growing B2B SaaS environment.