ABOUT US Legora is redefining how legal work gets done. Not built for lawyers, built with them. We work alongside the world’s best legal teams, who expect excellence, precision, and speed, and we hold ourselves to the same bar. Our AI-native workspace lets legal professionals move faster, think more clearly, and operate with sharper precision. By analysing thousands of documents in minutes and powering end-to-end workflows, we cut through complexity, teams can focus on what matters: judgment, strategy, and outcomes. 1,000+ customers across 50+ countries trust us, including Cleary Gottlieb, Goodwin, Linklaters, White & Case, Dentons, and Barclays. We’ve scaled to $100M+ in ARR, with teams across Europe, North America and APAC, and continue to expand through acquisitions including Qura, Walter AI and Graceview. We partner with world-class performers: including Aaron Judge and the New York Yankees, Ludvig Åberg (and his caddie), and campaigns featuring Jude Law. Joining Legora means three things. * We lean in: ownership over titles, outcomes over intentions. * We fight for excellence: high standards, direct, ego-free feedback. * We grow together: as a team and with our customers. Mission before ego. Everyone contributes. No one coasts. If you’re driven by impact, pace, and raising the bar. This is the place. WHAT YOU'LL DO * Build, lead and develop a high-performing team of Business Development Representatives, creating a culture of accountability, coaching and continuous improvement. * Own outbound pipeline generation, ensuring the team consistently creates high-quality opportunities that contribute meaningfully to company growth. * Define performance standards, monitor key metrics and use data to identify opportunities to improve conversion, productivity and execution. * Coach BDRs through regular 1:1s, call reviews and deal inspections, helping them develop the skills and confidence to exceed their targets. * Partner closely with Sales, Marketing and Operations to ensure campaigns, territories, messaging and processes maximise pipeline creation. * Hire, onboard and develop exceptional talent, building a strong bench of future Account Executives and sales leaders. * Continuously refine outbound strategies, testing new approaches, tooling and messaging to improve response rates and overall effectiveness. * Foster a customer-first mindset, ensuring every interaction reflects the quality and professionalism of the Legora brand. WHAT YOU'LL BRING * Experience leading and developing high-performing Business Development or SDR teams in a high-growth B2B SaaS environment. * A track record of building repeatable outbound motions that consistently generate qualified pipeline. * Strong coaching skills, with evidence of helping individuals improve performance and progress in their careers. * A data-driven approach, using metrics to diagnose challenges, prioritise improvements and measure success. * Excellent collaboration skills and experience working cross-functionally with Sales, Marketing and Revenue Operations. * The ability to balance strategic thinking with hands-on execution, knowing when to zoom in and when to step back. * Strong communication skills and the credibility to influence stakeholders across the business. * Ambition, resilience and a passion for building high-performing teams in a fast-growing environment. Legora is an Equal Opportunity Employer At Legora, we believe great teams are built on diversity of thought and experience. We’re proud to be an equal opportunity employer and committed to creating an inclusive, high-performance culture where everyone can do their best work. We welcome people of all backgrounds and don’t discriminate based on race, color, religion, national origin, gender, gender identity or expression, sexual orientation, age, disability, veteran status, or any other characteristic protected by law.