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Legora is an AI-native legal workspace company serving 1,000+ customers across 50+ countries, including major law firms like Cleary Gottlieb, Goodwin, and Linklaters. The company has scaled to $100M+ ARR and operates teams across Europe, North America, and APAC.
As Sales Manager for the SMB segment, you will lead and coach a team of approximately 5 SMB Account Executives, driving execution of Legora's small-business sales strategy. Your core responsibilities include managing team pipeline and forecast accuracy, actively mentoring reps through complex deal cycles, refining pitching mechanics, and fostering continuous improvement.
Key responsibilities:
- Conduct weekly 1:1s, live call coaching, and pipeline reviews to elevate team sales acumen
- Own aggregate quota for the SMB segment and ensure healthy, predictable pipeline with accurate monthly/quarterly forecasting
- Actively participate in deals to support reps, navigate objections, and close negotiations
- Partner with Sales Operations and Marketing to optimize lead routing, prospecting strategies, and sales playbooks
- Recruit, onboard, and retain top sales talent with clear growth paths
Success is measured by team quota attainment, pipeline velocity and conversion rates, forecast accuracy, and team retention with fast ramp times.
You bring 4+ years of B2B SaaS sales experience with at least 2+ years of direct management overseeing SMB or Mid-Market Account Executives. You have a proven track record of meeting/exceeding team quotas, a passion for people development with ability to diagnose skill gaps, proficiency in CRM tools (Salesforce/HubSpot), and comfort building playbooks in fast-paced environments.
The role is based in Legora's Chicago office, designed for ambitious builders with company-provided lunch daily. You'll collaborate globally with teams and clients across multiple regions.
