GTM Manager - Public Sector
At a glance
Mid-level Revenue & Sales Operations role at Legora AB. Sydney · full-time.
Pay not stated
growthroles summary, based on the employer's posting.
What you'll do
- Lead public-sector go-to-market work with direct responsibility for pipeline and revenue outcomes
- Create outbound and growth programs around government procurement timelines and public-sector buying patterns
- Work with sales from first messaging through procurement frameworks and commercial close
- Turn product capabilities into positioning, campaigns, and plays for government legal buyers
- Track pipeline, conversion, and win rates, then test channels and segments to improve results
What you bring
- Four to eight years in GTM, growth, sales, or commercial work serving public-sector or regulated buyers
- Proof that you have personally generated pipeline and revenue from government or public-sector accounts
- Strong knowledge of procurement, RFPs or RFTs, security and compliance checks, and formal approval processes
- Understanding of government technology requirements such as data residency, security clearances, and accreditation
Who this fits
This role suits a commercially accountable operator who can create demand personally while setting the broader strategy. You should be comfortable with long, structured buying cycles, unclear starting points, and direct engagement with senior government stakeholders. The position is onsite in Sydney, Australia.
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.
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
You will lead Legora's go-to-market push into public sector and government legal teams -with direct, measurable accountability for pipeline and revenue in this segment. 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 public sector and government legal buyers — not coverage, not coordination.
Build, test, and scale outbound and growth motions tailored to government procurement cycles and public sector buying behaviour, from zero.
Work hand-in-hand with Sales across the full deal cycle — from shaping the initial outreach narrative to navigating procurement frameworks and supporting commercial close.
Turn Legora's product capabilities into sharp, differentiated positioning that lands with government legal departments, public sector counsel, and agency decision-makers.
Identify the highest-value use cases across public sector legal functions 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 public sector 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 selling into public sector, government, or highly regulated environments.
A verifiable track record of directly driving pipeline and revenue with government or public sector accounts — not supporting someone else's number.
Deep fluency in public sector sales cycles: procurement processes, RFPs/RFTs, security and compliance requirements, multi-stakeholder approval chains, and longer, more formal buying cycles.
Familiarity with the legal and regulatory considerations specific to selling technology into government bodies (e.g. data residency, security clearances, accreditation requirements).
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 and long-cycle, structured environments — you build clarity where none exists.
Strong communicator who can earn credibility with internal teams and senior government or public sector stakeholders alike.
Experience selling into government legal departments, public sector counsel, or regulatory bodies is a strong plus.
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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