Director of Revenue, Federal
About The Position
Legora is opening a new federal vertical within its North America sales organization and seeks a leader to launch and grow the business. The Director of Revenue will set the federal sales strategy, win the first agency customers, and hire the team that can scale the vertical. Initially, the role is hands-on, personally leading early pursuits and partnering with Product, Security, and Legal Engineering to demonstrate Legora’s value and address agency requirements. As the business grows, the Director will build and manage a team of account executives. The role reports to Harry St. John, VP of Revenue for the US, and serves as a senior representative of Legora to federal buyers, including agency general counsel offices and CIO, CISO, and contracting leaders. The role owns the federal pipeline, forecast, bookings, and multi-year revenue plan; determines which agencies to prioritize; and establishes repeatable sales, procurement, security-review, and budget-cycle practices. It coordinates with internal teams and external partners to address agency requirements, supports evaluations and pilots, develops the reseller and contract-vehicle strategy, and relays federal customer needs to Product and company leadership. The role also builds Legora’s presence in the Washington legal and gov-tech community and requires travel to agency sites, New York City, and other Legora locations as needed.
Requirements
- At least 8 years of enterprise technology sales experience, with a substantial portion selling directly to U.S. federal agencies.
- A record of personally exceeding a federal sales quota, along with experience hiring, coaching, and managing federal sellers and building or scaling a federal sales team.
- Existing relationships across federal legal, CIO, CISO, and procurement offices that can open doors for a new vendor.
- Working knowledge of federal purchasing, including FAR basics, schedules and contract vehicles, other-transaction and sole-source routes, and selling through resellers and primes.
- Experience selling enterprise software through federal security and authorization processes, including FedRAMP and agency approvals, in partnership with Security and Compliance.
- Familiarity with long sales cycles and the federal fiscal calendar.
- Ability to run deals involving attorneys who use the product, technology and security leaders who approve it, and contracting officers who control the paperwork.
- Executive presence with senior government officials and judgment about when to push and when to wait.
- A builder’s temperament: energized by ambiguity, willing to do the work personally, and motivated to create something new at a fast-growing company.
- A genuine belief that government lawyers deserve the best tools available.
Nice To Haves
- Experience selling AI, SaaS, or legal technology into government.
- Prior work with government legal departments or offices of general counsel.
- Experience managing reseller or channel partnerships in the public sector.
Responsibilities
- Own the federal pipeline, forecast, bookings, and multi-year revenue plan.
- Prioritize agencies based on legal use cases, customer access, procurement paths, security authorization readiness, and commercial potential.
- Personally lead and close Legora’s first federal deals, drawing on existing agency relationships.
- Hire, onboard, and coach the first account executives and supporting roles, and set the bar for the team.
- Turn early wins into a repeatable sales motion, including qualification, buying paths, security-review sequencing, and planning around agency budget cycles.
- Coordinate with Security, Compliance, Legal, and Finance to understand agency requirements, align deal timelines with authorization and contracting milestones, and surface blockers early.
- Partner with Legal Engineering and Solutions Consulting to run evaluations, pilots, and proofs of value that agency lawyers adopt.
- Shape Legora’s approach to resellers, integrators, and contract-vehicle holders.
- Carry the voice of federal customers back to Product and company leadership.
- Build Legora’s presence in the Washington legal and gov-tech community.
- Travel to agency sites, New York City, and other Legora locations as required.
Benefits
- Comprehensive salary and benefits package.
- Medical, dental, and vision coverage.
- Multiple medical plan options through Aetna and Kaiser Permanente.
- HSA or Healthcare FSA, depending on plan selection.
- Dental plans through MetLife.
- Vision plans through Vision Care.
- Generous parental leave.
- Free access to Maven Clinic.
- Dependent Care FSA.
- Free One Medical membership for employees and dependents.
- Pre-tax commuter benefits.
- Life insurance and short- and long-term disability coverage.
- 401(k) with a generous company match.
- Unlimited PTO.
- Voluntary benefits, including identity protection through Aura, legal coverage through MetLife, and pet savings programs.
- Company-provided lunch daily.
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What This Job Offers
Job Type
Full-time
Career Level
Director
Education Level
No Education Listed
