Design and execute a repeatable SMB sales motion
Build and lead a small go-to-market team
Drive consistent revenue growth across law firms and in-house legal teams at the small and mid-market scale
Define and own GTM strategy for SMB legal customers, including segmentation, pricing approach, product packaging, and channel mix
Build and lead the sales team —hire, coach, and scale Account Executives, Sales Development Representatives and customer-facing GTM roles to deliver predictable growth
Develop repeatable sales plays and playbooks for outbound, inbound, partnerships, and customer expansion
Manage the full sales cycle for key deals and support the team on complex opportunities to ensure consistent close rates and deal velocity
Own pipeline health, forecasting and reporting; provide clear metrics and market insight to the executive team
Work cross-functionally with product, marketing, customer success and legal subject matter experts to shape product-market fit, prioritise features and enable scalable onboarding
Establish partner and channel relationships (resellers, legaltech integrations, referral partners) to accelerate reach into target markets
Represent the company at industry events, webinars and customer forums to build brand credibility within the SMB legal community
Champion a performance-oriented, inclusive sales culture focused on learning, coaching and continuous improvement.

3-5+ years in B2B SaaS sales leadership, including direct experience building SMB GTM motions and hiring sales teams
Demonstrable success hitting and exceeding revenue targets in high-growth start-up environments
Experience selling into law firms or corporate legal teams, or strong familiarity with legal workflows and buyer economics
Strong skills in pipeline generation, forecasting, CRM discipline and sales enablement
Proven ability to hire, coach and develop strong sales performers with a hands-on leadership style
Comfort with ambiguous, rapidly changing environments and a bias for action
Excellent communication skills and experience influencing senior stakeholders across product, marketing and executive teams
Data-driven approach to performance management and a growth mindset with curiosity for AI-enabled legal automation
Right to work in the hiring country and willingness to travel as required for customer and partner meetings.

Competitive base salary with performance-based variable compensation
Equity participation (subject to eligibility and performance criteria)
Flexible hybrid working arrangements
Sydney or Melbourne
Opportunity to shape and scale the GTM function from an early stage
Collaborative team environment with a focus on development and impact
Strong coaching, hiring and people-management skills with a focus on outcomes and development
Comfortable engaging with senior buyers and influencing cross-functional stakeholders
Motivated by solving customer problems with AI-enabled automation and improving legal workflows.

Head of Sales – GTM Lead, SMB Legal Tech AI Automation

Key skills