legora - SMB Team Lead EMEA

• Team Leadership & Coaching: Manage and mentor a team of SMB AEs. Conduct weekly 1:1s, live call coaching, and pipeline reviews to elevate the team’s sales acumen and execution. • Revenue Delivery: Own the aggregate quota for the SMB segment. Ensure the team maintains a healthy, predictable pipeline and accurately forecasts monthly and quarterly revenue. • Sales Execution: Actively jump into deals to support your reps. Help navigate objections, multi-stakeholder evaluations, and closing negotiations. • Process Optimization: Partner with Sales Operations and Marketing to refine inbound lead routing, outbound prospecting strategies, and internal sales playbooks. • Talent Development: Recruit, onboard, and retain top-tier sales talent. Build a clear path for AEs to grow within the revenue organization. • What Will Help You Thrive • Experience: 5+ years of B2B SaaS sales experience, with at least 2+ years of direct management or team lead experience overseeing SMB or Mid-Market Account Executives. • Proven Track Record: A history of consistently meeting or exceeding team quota targets and driving predictable revenue growth. • Coaching Mindset: Deep passion for people development. You know how to diagnose skill gaps in a sales cycle and coach reps on discovery, multi-stakeholder alignment, and urgency building. • Data-Driven: Proficient in CRM hygiene (Salesforce/HubSpot) and using data to identify bottlenecks in the sales funnel. • Adaptability: Thrives in a fast-paced, evolving environment. You are comfortable building playbooks, not just executing existing ones.