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Legora is an AI-native legal workspace trusted by 1,000+ customers across 50+ countries, including major law firms (Cleary Gottlieb, Goodwin, Linklaters, White & Case, Dentons) and enterprises like Barclays. The company has scaled to $100M+ ARR and operates across Europe, North America, and APAC.
You will lead Legora's go-to-market expansion into the public sector and government legal segment with direct accountability for pipeline and revenue. This is an ownership role, not a supporting function. You will own end-to-end GTM strategy and execution, building and scaling outbound and growth motions tailored to government procurement cycles and public sector buying behavior from the ground up.
Key responsibilities include:
- Own pipeline and revenue targets across public sector and government legal buyers with direct accountability
- Build, test, and scale outbound and growth motions tailored to government procurement cycles
- Work hand-in-hand with Sales across the full deal cycle, from initial outreach to procurement navigation and commercial close
- Develop sharp, differentiated positioning that resonates with government legal departments, public sector counsel, and agency decision-makers
- Identify high-value use cases across public sector legal functions and build targeted campaigns with clear commercial outcomes
- Run structured experiments across channels and segments; move fast, kill what doesn't work, double down on what does
- Own pipeline, conversion, and win-rate data; diagnose and fix what's broken
- Define and codify Legora's public sector GTM playbook, documenting what works and how to scale it
You are a commercially driven operator who measures success in revenue and outcomes. You are as comfortable generating pipeline yourself as shaping strategy, and you don't wait to be told where gaps exist.
REQUIREMENTS:
- 4–8 years in GTM, growth, sales, or commercial roles selling into public sector, government, or highly regulated environments
- Verifiable track record of directly driving pipeline and revenue with government or public sector accounts (not supporting someone else's number)
- Deep fluency in public sector sales cycles: procurement processes, RFPs/RFTs, security and compliance requirements, multi-stakeholder approval chains, and longer buying cycles
- Familiarity with legal and regulatory considerations specific to selling technology into government bodies (e.g., data residency, security clearances, accreditation requirements)
- Demonstrated ability to take a GTM initiative from whiteboard to measurable commercial impact end-to-end, without handoffs
- High ownership and urgency; you spot gaps, move fast, and close them without waiting for processes to exist
- Sharp commercial judgment; you prioritize for maximum impact and say no to what doesn't move the needle
- Comfortable with ambiguity and long-cycle, structured environments; you build clarity where none exists
- Strong communicator who can earn credibility with internal teams and senior government/public sector stakeholders
- Experience selling into government legal departments, public sector counsel, or regulatory bodies is a strong plus
