SMB Team Lead EMEA

Legora; Stockholms kommun; On-site; SEK 900,000 - 1,200,000; Full time

Job summary

Legora is seeking an SMB Team Lead to empower and scale a high-performing team of SMB Account Executives. You will drive the execution of the small-business sales strategy and ensure revenue targets are met or exceeded.

You will mentor reps through complex deals, refine pitching, and partner with Sales Ops and Marketing to optimize inbound/outbound strategies. A 5+ year track record in B2B SaaS and 2+ years of leadership are required.

Qualifications

• 5+ years of B2B SaaS sales experience.
• 2+ years of direct management experience overseeing SMB or Mid-Market AEs.
• Proven track record of meeting or exceeding team quota targets.
• Coaching mindset and ability to develop reps.
• Data-driven with CRM hygiene and funnel analysis.
• Able to build and refine sales playbooks.

Responsibilities

• Lead and coach SMB AEs, conduct weekly 1:1s, live call coaching and pipeline reviews.
• Own the SMB quota and ensure healthy pipeline and accurate monthly/quarterly forecasts.
• Actively support reps in complex deals and help close negotiations.
• Partner with Sales Ops and Marketing to optimize inbound/outbound strategies and playbooks.
• Recruit, onboard and retain top sales talent and define growth paths for AEs.

Skills

B2B SaaS sales

Team leadership

Forecasting & pipeline

Coaching

Data-driven selling

Tools

Salesforce

HubSpot

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

As the SMB Team Lead, you will lead, coach, and scale a high-performing team of SMB Account Executives. You will be responsible for driving the execution of our small-business sales strategy, ensuring your team meets and exceeds their revenue targets.

This is a role where you will not only manage pipeline and forecast accuracy but also actively mentor reps through complex deal cycles, refine their pitching mechanics, and foster a culture of continuous improvement.

What you will be doing

• Team Leadership & Coaching: Manage and mentor a team of SMB AEs. Conduct weekly 1:1s, live call coaching, and pipeline reviews to elevate the team’s sales acumen and execution.

• Revenue Delivery: Own the aggregate quota for the SMB segment. Ensure the team maintains a healthy, predictable pipeline and accurately forecasts monthly and quarterly revenue.

• Sales Execution: Actively jump into deals to support your reps. Help navigate objections, multi-stakeholder evaluations, and closing negotiations.

• Process Optimization: Partner with Sales Operations and Marketing to refine inbound lead routing, outbound prospecting strategies, and internal sales playbooks.

• Talent Development: Recruit, onboard, and retain top-tier sales talent. Build a clear path for AEs to grow within the revenue organization.

What Will Help You Thrive

• Experience: 5+ years of B2B SaaS sales experience, with at least 2+ years of direct management or team lead experience overseeing SMB or Mid-Market Account Executives.

• Proven Track Record: A history of consistently meeting or exceeding team quota targets and driving predictable revenue growth.

• Coaching Mindset: Deep passion for people development. You know how to diagnose skill gaps in a sales cycle and coach reps on discovery, multi-stakeholder alignment, and urgency building.

• Data-Driven: Proficient in CRM hygiene (Salesforce/HubSpot) and using data to identify bottlenecks in the sales funnel.

• Adaptability: Thrives in a fast-paced, evolving environment. You are comfortable building playbooks, not just executing existing ones.

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.