Legora
SMB Team Lead EMEA
Stockholm HQ. Posted 2 months ago
The role
You will lead, coach, and scale a team of SMB Account Executives. You will drive the execution of the small-business sales strategy to meet revenue targets.
What you will do
- Manage and mentor a team of SMB AEs
- Conduct weekly 1:1s, live call coaching, and pipeline reviews
- Own the aggregate quota for the SMB segment
- Ensure the team maintains a healthy, predictable pipeline and accurately forecasts revenue
- Support reps in deals by helping navigate objections, multi-stakeholder evaluations, and closing negotiations
- Partner with Sales Operations and Marketing to refine lead routing, prospecting, and playbooks
- Recruit, onboard, and retain top-tier sales talent
Required qualifications
- 5+ years of B2B SaaS sales experience
- At least 2 years of direct management or team lead experience overseeing SMB or Mid-Market Account Executives
- History of consistently meeting or exceeding team quota targets and driving predictable revenue growth
- Deep passion for people development
- Ability to diagnose skill gaps in a sales cycle and coach reps on discovery, multi-stakeholder alignment, and urgency building
- Proficient in CRM hygiene (Salesforce/HubSpot)
- Ability to use data to identify bottlenecks in the sales funnel
- Comfortable building playbooks in a fast-paced, evolving environment
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.