Sales Manager, SMB
About The Position
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.
Requirements
- 4+ 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.
- A history of consistently meeting or exceeding team quota targets and driving predictable revenue growth.
- 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.
- Proficient in CRM hygiene (Salesforce/HubSpot) and using data to identify bottlenecks in the sales funnel.
- Thrives in a fast-paced, evolving environment. You are comfortable building playbooks, not just executing existing ones.
Responsibilities
- Manage and mentor a team of ~5 SMB AEs.
- Conduct weekly 1:1s, live call coaching, and pipeline reviews to elevate the team’s sales acumen and execution.
- Own the aggregate quota for the SMB segment.
- Ensure the team maintains a healthy, predictable pipeline and accurately forecasts monthly and quarterly revenue.
- Actively jump into deals to support your reps.
- Help navigate objections, multi-stakeholder evaluations, and closing negotiations.
- Partner with Sales Operations and Marketing to refine inbound lead routing, outbound prospecting strategies, and internal sales playbooks.
- Recruit, onboard, and retain top-tier sales talent.
- Build a clear path for AEs to grow within the revenue organization.
Benefits
- Medical, Dental & Vision
- Multiple medical plan options through Aetna and Kaiser Permanente
- HSA or Healthcare FSA (based on plan selection)
- Dental plans via MetLife
- Vision plans via 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 + STD/LTD
- 401(K) with generous company match
- Unlimited PTO
- Robust voluntary benefits, including identity protection (via Aura), legal coverage via MetLife, pet savings programs, and more
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
Education Level
No Education Listed
