legora - Director of Revenue, Federal

• 8+ years in enterprise technology sales, with a substantial portion selling directly to U.S. federal agencies. • A record of exceeding a federal sales quota yourself, alongside 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 that can open doors for a new vendor. • 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, in partnership with Security and Compliance. Familiarity with long sales cycles and the federal fiscal calendar. • Comfort running deals with many stakeholders at once: attorneys who will use the product, technology and security leaders who must approve it, and contracting officers who control the paper. • Executive presence with senior government officials, and the judgment to know when to push and when to wait. • A builder's temperament: you're energized by ambiguity, willing to do the work yourself, and want to create something new at a fast-growing company. • A real belief that government lawyers deserve the best tools available. • 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.