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Legora is an AI-native legal workspace company serving 1,000+ customers across 50+ countries, including top-tier law firms like Cleary Gottlieb, Goodwin, and Linklaters. The company has scaled to $100M+ ARR and operates globally with teams across Europe, North America, and APAC.
As Manager of SMB Account Executives, you will lead and scale a high-performing team of approximately 5 SMB Account Executives, driving execution of Legora's small-business sales strategy. You will own the aggregate quota for the SMB segment and be responsible for ensuring the team meets and exceeds revenue targets.
Key responsibilities include:
- Team Leadership & Coaching: Manage and mentor ~5 SMB AEs through weekly 1:1s, live call coaching, and pipeline reviews to elevate sales acumen and execution.
- Revenue Delivery: Own SMB segment quota, maintain healthy predictable pipeline, and ensure accurate monthly and quarterly revenue forecasting.
- Sales Execution: Actively participate in deals to support reps, help navigate objections, multi-stakeholder evaluations, and closing negotiations.
- Process Optimization: Partner with Sales Operations and Marketing to refine lead routing, prospecting strategies, and sales playbooks.
- Talent Development: Recruit, onboard, and retain top-tier sales talent while building clear growth paths within the revenue organization.
Success is measured by team quota attainment, pipeline velocity and conversion improvements, forecast accuracy, and team retention with fast ramp times for new hires.
You bring 4+ years of B2B SaaS sales experience with at least 2+ years of direct management experience overseeing SMB or Mid-Market Account Executives. You have a proven track record of consistently meeting or exceeding team quotas, a deep passion for people development, and the ability to diagnose skill gaps and coach on discovery, multi-stakeholder alignment, and urgency building. You are data-driven with proficiency in CRM platforms (Salesforce/HubSpot) and comfortable building playbooks in fast-paced, evolving environments.
The role is based in Legora's downtown Denver office, designed for ambitious builders with company-provided lunch daily. You will collaborate globally with teams and clients across Europe, APAC, and North America. The company offers a comprehensive benefits package including medical, dental, and vision coverage, generous parental leave, free One Medical membership, unlimited PTO, 401(k) with company match, and additional perks like commuter benefits and identity protection.
