Legora
Field Enablement Manager - BDR & SMB
Stockholm HQ. Posted a month ago
The role
This person will design and run certification-based programs for BDR onboarding and SMB sales methodology. They will develop playbooks and outbound frameworks to standardize how BDRs and SMB AEs execute the sales cycle.
What you will do
- Design and run certification-based programs for BDR onboarding, SMB sales methodology, product and competitive fluency, objection handling, discovery, and pipeline management.
- Build repeatable systems to standardize BDR and SMB AE execution across the full sales cycle.
- Develop and maintain core playbooks, talk tracks, sequencing strategies, and outbound frameworks.
- Equip SMB reps to run high-velocity sales cycles with value messaging for legal buyers.
- Work with sales leadership, Revenue Operations, and Product Marketing to diagnose performance gaps.
- Serve as the connective tissue between Sales, Marketing, and Product.
- Lead enablement strategy and execution for product launches, sales kick-offs, competitive shifts, and campaign activations.
Required qualifications
- 5+ years of experience across inside sales, business development, or sales enablement roles in high-growth B2B SaaS.
- Strong systems-thinking to turn ambiguity into structured, scalable programs.
- Deep fluency in outbound sales motions, pipeline generation, and high-velocity SMB segment mechanics.
- Exceptional communicator with executive presence to partner with senior sales leadership.
- Operational rigor to hold programs accountable to outcomes.
Nice to have
- Quota-carrying or BDR leadership experience
- Experience enabling teams selling AI-powered or technical SaaS products into professional services or legal buyers
- Experience building certification or coaching programs that improved ramp time or conversion rates
- Experience scaling inside sales enablement across multiple geographies or market segments
About the company
Legora is an AI-native workspace for legal professionals. They have 2,100+ customers across 80+ countries and have scaled to $200M+ in ARR.