Account Executive - Mid Market

Legora; Milan (MI); On-site; USD 90,000 - 140,000; Full time

Job summary

Legora is seeking a high‑performing Senior Sales professional to lead end‑to‑end deals with mid‑market corporates and law firms in our AI‑powered legal workflow platform. You will own the sales cycle from prospecting to close, build a predictable pipeline, and deliver tailored demonstrations that show clear ROI.

You will collaborate with Product, Engineering, and Legal to align the platform with customer needs, accelerate GTM motions, and expand Legora’s international footprint.

Qualifications

• 4+ years of closing experience in B2B sales or equivalent in a high-performing SaaS org or professional services.
• Experience managing end-to-end deals with multiple stakeholders and procurement/security steps.
• Own quota, outcomes, and customer experience with integrity.
• Demonstrated resilience, adaptability, and ability to learn quickly.

Responsibilities

• Independently manage full sales cycle from initiation to close with mid-market corporates and law firms.
• Build and progress a strong pipeline through inbound and outbound efforts with a repeatable sales process.
• Develop trusted relationships with decision makers and stakeholders, uncover pain points and deliver tailored ROI.
• Deliver impactful product demonstrations and presentations to move deals forward.
• Collaborate with Product, Engineering, and Legal to ensure platform alignment with customer needs and rapid pace of development.
• Refine mid-market sales motion and GTM processes to enable scalable growth.

Skills

B2B sales

Closing deals

Stakeholder management

Quota ownership

Coachability

Discovery & storytelling

International BD

Entrepreneurial mindset

English & Italian

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’ll Do

• Independently manage the full sales cycle from initiation to close, partnering with mid market corporates and law firms to succeed in the age of AI.
• Build and progress a strong pipeline through a mix of inbound and outbound efforts, running a tight, repeatable sales process.
• Build trusted relationships with key decision makers and stakeholders, uncovering pain points and delivering tailored solutions that drive clear ROI.
• Deliver impactful product demonstrations and presentations that move deals forward and drive adoption.
• Collaborate cross functionally with Product, Engineering, and Legal to ensure our platform aligns with customer needs and continues to develop at pace.
• Contribute to refining our mid market sales motion and GTM processes, documenting best practices to help us scale effectively.

What You Bring

• Have a proven track record of 4+ years of closing experience in B2B sales, go to market, or a comparable role in a high performing SaaS org, top tier consultancy, or a customer facing role within a relevant industry.
• Experience managing end to end deals with multiple stakeholders, navigating procurement or security steps as needed, and consistently hitting targets.
• Take clear ownership of quota, outcomes, and customer experience, putting the needs of the business first while maintaining high integrity.
• Show perseverance and adaptability, staying focused through ambiguity and learning quickly from what works and what doesn’t.
• Are naturally inquisitive and coachable, actively seeking feedback and continuously improving your craft.
• Bring strong discovery and storytelling skills, translating complex workflows into simple, value based narratives.
• Have enthusiasm for international business development and share our vision of transforming legal work through AI.
• Demonstrate a founder like mindset, proactively spotting friction and building scalable systems and playbooks.
• Communicate confidently in both English and Italian, with English serving as the primary company language and Italian 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.