legora - GTM Team Lead
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Requirements
• You know how high-performing GTM teams operate — and you can make it happen on the ground. You’re structured, hands-on, and relentless about improving performance. You treat the team’s pipeline like a system you can diagnose, optimize, and scale — using data and AI-driven insights to continuously improve outcomes. • You’re comfortable operating in ambiguity and help create clarity through action. You care about how deals are won, not just whether they close, and you raise the standard of thinking across the team. • WE’RE LOOKING FOR • EXECUTION & PERFORMANCE • 4–7+ years in B2B SaaS across sales, SDR, or customer-facing GTM roles • Demonstrated experience owning or materially influencing team quota attainment • Strong grasp of pipeline management, forecasting, and deal inspection • High data fluency — you use metrics to identify problems and drive action • Experience using AI tools to analyze pipeline, improve forecasting, or identify conversion gaps • COACHING & LEADERSHIP • Proven ability to improve performance as a manager, team lead, or top IC who elevated others • Ability to coach reps on discovery, qualification, and closing with clear, actionable feedback • Track record of addressing underperformance and raising the bar across a team • Ability to coach others on integrating AI into their day-to-day sales workflows • GTM & SELLING ENVIRONMENT • Experience in complex, consultative sales cycles where use cases are not always predefined • Clear communicator who can translate strategy into day-to-day execution • Experience working cross-functionally with Marketing, Product, and/or RevOps • OPERATING STYLE • Comfortable operating in fast-paced, early-stage environments with ambiguity • High ownership: you take responsibility for outcomes, not just activity • Bias for action and iteration — you don’t wait for perfect systems • Willingness to challenge assumptions and refine GTM approaches using data and market feedback • Comfortable being deep in deal details, not just managing via dashboards • Actively experiments with AI tools and integrates them into workflows to increase speed and quality of execution
Responsibilities
• You’ll be on the frontlines of our go-to-market execution: driving team performance, improving deal quality, and ensuring our GTM strategy translates into consistent revenue outcomes. You’ll work directly with reps to move deals forward, enforce execution rigor, and elevate how we sell. • Own team-level revenue performance and quota attainment • Coach reps across the full deal lifecycle — from discovery to close • Run structured deal reviews, pipeline inspections, and forecast calls • Diagnose pipeline gaps and intervene to improve conversion and velocity • Ensure consistent execution of our sales motions, messaging, and playbooks • Drive adoption of tools, CRM discipline, and operational best practices • Leverage AI tools to improve deal quality, pipeline visibility, and forecasting accuracy • Use AI-driven insights (e.g., call patterns, win/loss signals, pipeline trends) to inform coaching and deal strategy • Coach reps on incorporating AI into their workflows (research, discovery prep, follow-ups, objection handling) • Identify opportunities to automate repetitive GTM workflows and improve execution speed • Partner with Marketing, Product, and Customer Success to improve funnel quality and handoffs • Translate GTM strategy into clear, actionable behaviors for the team • Identify patterns in wins/losses and feed insights back into GTM and product • Help build and refine our sales playbook (we’re building this machine together) • Coach reps to sell workflow transformation and AI-driven value, not just product features • Pressure-test messaging in live deals and ensure it holds up with sophisticated buyers • Maintain high execution standards while operating at speed in an evolving product environment
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