legora - GTM SMB Director, EMEA

• Own the SMB GTM outcome across EMEA. Set the segment strategy, own the aggregate revenue and pipeline targets, and deliver accurate monthly and quarterly forecasts. • Build and lead the team. Recruit, onboard, coach and retain top SMB talent. Run a high-cadence operating rhythm of 1:1s, pipeline reviews, deal inspections and call coaching that raises the floor and the ceiling of performance. • Install a repeatable, high-velocity motion. Design and refine inbound qualification, outbound prospecting, discovery, demo and close playbooks suited to a high-volume book — prioritization frameworks, CRM hygiene, conversion metrics and clear service boundaries between SMB and other segments. • Drive pipeline health and forecast discipline. Keep a clean, inspectable funnel; spot conversion and velocity issues early; and put targeted actions in place to improve win rates and predictability. • Stay close to the work. Jump into strategic or stuck deals to coach through objections, multi-stakeholder evaluations and close plans — without becoming the bottleneck. • Partner cross-functionally. Work with Marketing on demand generation and campaign conversion; with Engagement on handoff, adoption and expansion signals; with Product and Product Marketing on feedback from the long tail; and with Revenue Operations on routing, tooling and reporting. • Scale what works across markets. Codify best practice so the SMB motion travels across EMEA, and feed frontline insight back into messaging, ICP and packaging. • Represent SMB with senior stakeholders. Bring a clear point of view on segment performance, risks and investment needs to GTM and company leadership. • WHAT WILL HELP YOU THRIVE • Significant B2B SaaS go-to-market experience, including substantial time in high-velocity SMB or similarly scaled, high-volume sales motions, plus proven people leadership (building and coaching AE / BDR or equivalent teams). • A track record of owning team revenue targets, pipeline and forecast accuracy in a fast-growth environment — and of hitting them. • Experience designing or materially improving repeatable sales playbooks, lead routing, qualification frameworks and operating cadences — not only executing someone else’s system. • Strong coaching craft: you can diagnose skill gaps in discovery, multi-stakeholder alignment, urgency and close, and raise performance through direct, actionable feedback. • Data fluency with modern CRM and sales tooling (e.g. Salesforce); you use conversion, cycle time and activity data to find bottlenecks and act. • Cross-functional leadership: you align Marketing, Engagement, Product and RevOps around a shared SMB agenda and turn strategy into weekly execution. • A builder’s mindset: comfortable in ambiguity, biased to action, and energised by creating the systems and culture others will run. • Excellent communication and executive presence, with English as a working language; additional European languages are a plus for market engagement. • Willingness to be based at Stockholm HQ and build in person with the team.