GTM SMB Director, EMEA

Role Overview

As GTM SMB Director, EMEA, you will build, lead and scale Legora’s high-velocity SMB go-to-market motion across Europe, the Middle East and Africa. Based at our Stockholm HQ, you will own the strategy and the outcomes for the SMB segment: hiring and coaching a high-performing sales and GTM team, installing repeatable playbooks, and delivering predictable pipeline and revenue at volume.

What You Will Do

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. Install a repeatable, high-velocity motion. Drive pipeline health and forecast discipline. Stay close to the work. Partner cross-functionally.

Why It Might Be a Fit

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.

Requirements

• Significant B2B SaaS go-to-market experience
• 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
• 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)
• 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

Benefits

• Competitive base salary
• Variable compensation
• Equity upside

Tagged as: Compensation Design, Forecasting, Salesforce