Director of Revenue, Federal

The role

You will launch and lead a new federal vertical within the North America sales organization. You will set strategy, win initial agency customers, and build a team of account executives.

What you will do

• Own the federal number including pipeline, forecast, bookings and the multi-year revenue plan.
• Prioritize agencies based on use cases, customer access, procurement paths, security authorization and commercial potential.
• Personally lead and close the first federal deals.
• Hire, onboard and coach the first account executives and supporting roles.
• Turn early wins into a repeatable motion.
• Coordinate with Security, Compliance, Legal and Finance to align deal timelines with authorization and contracting milestones.
• Partner with Legal Engineering and Solutions Consulting to run evaluations, pilots and proofs of value.
• Shape the approach to resellers, integrators and contract-vehicle holders.
• Carry the voice of federal customers back to Product and company leadership.
• Build Legora's presence in the Washington legal and gov-tech community.

Required qualifications

• 8+ years in enterprise technology sales, with a substantial portion selling directly to U.S. federal agencies.
• Record of exceeding a federal sales quota.
• Experience hiring, coaching and managing federal sellers and building or scaling a federal sales team.
• Existing relationships across federal legal, CIO, CISO and procurement offices.
• Working knowledge of how the federal government buys: FAR basics, schedules and contract vehicles, other-transaction and sole-source routes, and selling through resellers and primes.
• Experience selling enterprise software through federal security and authorization processes, including FedRAMP and agency approvals.
• Familiarity with long sales cycles and the federal fiscal calendar.
• Comfort running deals with many stakeholders including attorneys, technology/security leaders and contracting officers.
• Executive presence with senior government officials.
• A builder's temperament.

Nice to have

• Experience selling AI, SaaS or legal technology into government.
• Prior work with government legal departments or offices of general counsel.
• Experience managing reseller or channel partnerships in the public sector.

Benefits

• Comprehensive salary, benefits, and tools for success.
• Medical, Dental & Vision
• Multiple medical plan options through Aetna and Kaiser Permanente
• HSA or Healthcare FSA
• 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

About the company

Legora is an AI-native workspace for legal professionals. The company has 2,100+ customers across 80+ countries and has scaled to $200M+ in ARR.