GTM Manager - Japan
At a glance
Manager-level Revenue & Sales Operations role at Legora AB. Tokyo · full-time.
Pay not stated Revenue & Sales Operations salary
growthroles summary, based on the employer's posting.
What you'll do
- Set GTM plans and run initiatives tied directly to pipeline and revenue across priority markets and segments
- Create and refine outbound and growth approaches, starting from scratch and measuring commercial results
- Work with Sales from first-contact messaging through deal support, including the commercial close
- Shape product capabilities into positioning and campaigns for senior legal buyers, focusing on valuable use cases
- Track pipeline, conversion and win rates, test channels and segments, and document what scales
What you bring
- Four to eight years in GTM, growth, sales or commercial work at a B2B SaaS or high-growth company
- A record of personally generating pipeline and revenue, rather than only supporting another owner’s targets
- Strong enterprise-selling knowledge, including complex buying groups and longer deal cycles
- Experience taking a GTM initiative from initial concept through measurable commercial results
Who this fits
This suits a commercially minded operator who can generate pipeline directly, set direction and act independently when processes are still taking shape. The role is based on-site in Tokyo.
From the employer
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.
2,100+ customers across 80+ countries trust us, including Cleary Gottlieb, Goodwin, Linklaters, White & Case, Dentons, and Barclays. We’ve scaled to $200M+ in ARR, with teams across Europe, North America and APAC, and continue to expand through acquisitions including Qura, Walter AI, Graceview, Cadastral, and Wexler.
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
You will be at the centre of Legora's go-to-market engine - with direct, measurable accountability for pipeline and revenue. This is not a supporting role. You own outcomes: building the strategy, running the plays, and driving the numbers.
Own end-to-end GTM initiatives with direct pipeline and revenue targets across key segments and markets - not coverage, not coordination.
Build, test, and scale outbound and growth motions from zero. You are accountable for outcomes, not outputs.
Work hand-in-hand with Sales across the full deal cycle — from shaping the initial outreach narrative to supporting commercial close.
Turn Legora's product capabilities into sharp, differentiated positioning that lands with senior legal decision-makers and enterprise buyers.
Identify the highest-value use cases and build targeted campaigns and plays with a clear line of sight to commercial outcomes.
Run structured experiments across channels and segments — move fast, kill what doesn't work, double down on what does.
Own pipeline, conversion, and win-rate data. Diagnose what's broken, fix it, and show the impact.
Help define and codify Legora's GTM playbook — not just what works, but why it works and how to scale it across the business.
What You Bring
You're a commercially driven operator who measures success in revenue, not activity. You're as comfortable generating pipeline yourself as you are shaping the strategy behind it — and you don't wait to be told where the gaps are.
We're Looking For
4–8 years in GTM, growth, sales, or commercial roles at a B2B SaaS company or high-growth environment.
A verifiable track record of directly driving pipeline and revenue — not supporting someone else's number.
Deep fluency in enterprise sales: multi-stakeholder dynamics, longer cycles, and what it actually takes to get a deal across the line.
Demonstrated ability to take a GTM initiative from whiteboard to measurable commercial impact — end to end, no handoffs.
High ownership and urgency. You spot gaps, move fast, and close them — without waiting for a process to exist.
Sharp commercial judgment. You know how to prioritise for maximum impact and say no to what doesn't move the needle.
Comfortable with ambiguity — you build structure and clarity where none exists.
Strong communicator who can earn credibility with internal teams and senior external stakeholders alike.
Experience selling into law firms or in-house legal teams is a plus but not a must.
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.
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