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Legora is an AI-native legal workspace trusted by 2,100+ customers across 80+ countries, including top-tier law firms like Cleary Gottlieb, Goodwin, and Linklaters. The company has scaled to $200M+ ARR and operates globally across Europe, North America, and APAC.
As Field Enablement Manager for BDR & SMB, you will design and scale inside sales programs that drive consistent execution across the full sales cycle. Your core responsibilities include:
**Build & Scale Inside Sales Programs**: Design and run certification-based programs spanning BDR onboarding, SMB sales methodology, product and competitive fluency, objection handling, discovery, and pipeline management. Create repeatable systems that standardize how BDRs and SMB Account Executives execute from prospecting through close.
**Own the BDR & SMB Playbook**: Develop and maintain 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.
**Partner Cross-Functionally**: Work closely with sales leadership, Revenue Operations, and Product Marketing to diagnose performance gaps, align on priorities, and build programs that move key metrics—conversion rates, pipeline coverage, ramp time, and win rates. Serve as connective tissue between Sales, Marketing, and Product to keep teams current on positioning, launches, and competitive dynamics.
**Drive High-Impact Moments**: 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.
You will work in a mission-driven culture that values ownership over titles, outcomes over intentions, and direct feedback. The company emphasizes excellence, precision, and speed—both internally and with customers.
**Requirements**:
- 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
- Strong systems-thinking: ability to take ambiguity and turn it into structured, scalable programs that reps actually use
- Deep fluency in outbound sales motions, pipeline generation, and high-velocity SMB segment mechanics
- Quota-carrying or BDR leadership experience is a strong plus
- Exceptional communicator with executive presence to partner with senior sales leadership and operational rigor to hold programs accountable to outcomes
**Bonus qualifications**:
- Experience enabling teams selling AI-powered or technical SaaS products into professional services or legal buyers
- Track record building certification or coaching programs that measurably improved ramp time or conversion rates
- Experience scaling inside sales enablement across multiple geographies or market segments
