GTM Director - Northern Europe

GTM Director - Northern Europe ABOUT US Legora is on a mission: to redefine how legal work gets done. From the very start we have been very clear about the fact that we are not building a solution for lawyers, we are building it with them, because it is the only way to make sure it gets done the right way; working side-by-side every step of the way. Our AI-native workspace empowers legal professionals not just to work faster - but to ask better questions, unlock new insights. Every day, we push the boundaries of legal tech to make complex processes smarter, faster, and more human. From thousands of documents analysed in minutes to intelligent workflows designed in collaboration with leading practices, we’re turning possibility into reality. Today we are trusted by global firms like Cleary Gottlieb, Goodwin, Bird & Bird and Linklaters in over 40 countries, but we have no plans on stopping here. We ship fast, we iterate effectively, and we scale rapidly - not by accident, but by design. When you join Legora, you become part of a team that believes "good enough" isn’t good enough and that the way to win is together, by empowering lawyers to do their best work with technology that truly understands them. If you’re excited by building from first principles, working with exceptional people, and accelerating change in a high-stakes, high-impact domain—then this is the moment and the place. WE’RE NOT JUST SHAPING THE FUTURE OF LEGAL TECH — WE’RE DEFINING IT. READY TO JOIN US IN BUILDING THE INTELLIGENT FUTURE OF LAW? About the Role We are seeking a high-impact GTM Director to lead our Northern Europe sales organisation through its next phase of growth. This is a second-line leadership position, reporting to the VP of Growth, EMEA, with responsibility for multiple Team Leaders and their respective sales pods across Northern Europe. You’ll be responsible for scaling a high-performing sales organisation, coaching Team Leaders into world-class managers, and driving consistent execution across the region. You’ll own revenue delivery, talent development, and scalable processes - while also representing Legora at the executive level in high-stakes customer conversations with some of the world’s premier law firms and enterprise legal teams. Key Responsibilities LEADERSHIP & TALENT DEVELOPMENT - Manage and coach Team Leaders, developing them into world-class sales managers. - Build a culture of accountability, collaboration, and excellence. - Recruit, onboard, and retain top sales talent across the region. REVENUE & PIPELINE MANAGEMENT - Own Northern Europe revenue targets with accurate forecasting. - Run pipeline and deal reviews to ensure quality, velocity, and disciplined execution (MEDDPIC). PROCESS & EXECUTION - Define and enforce scalable sales processes that drive efficiency and win rates. - Partner with RevOps on systems, metrics, and dashboards to enable performance. - Champion operational excellence in forecasting, regional territory planning, and account prioritisation. EXECUTIVE ENGAGEMENT - Represent Legora in strategic meetings with C-suite and Managing Partners at top-tier law firms and corporates. - Support AEs in high-stakes deals, adding credibility without displacing the deal owner. - Influence internal stakeholders to secure resources, remove blockers, and accelerate growth. COMMUNICATION & COLLABORATION - Act as the voice of the Northern Europe sales organisation internally. - Partner closely with Marketing, Product, Legal Engineering and Customer Success to align GTM strategy. Work in close partnership with the GTM Director for Southern Europe to ensure alignment on strategy, standards, and execution across EMEA. What You Bring - 8+ years in B2B SaaS sales leadership, including 3+ years in second-line management. - Proven track record of scaling high-performing teams across multiple European markets. - Strong ability to recruit, coach, and retain A+ sales talent. - Experience with complex, ... (truncated, view full listing at source)