Head of Sales GTM Lead SMB Legal Tech AI Automation start-up

Were partnering with an ambitious early stage and well-funded legal tech start-up that builds AI-driven automation platforms to transform how small and mid-sized law firms operate. Their current platform automates conveyancing improving routine legal and financial workflows and processes ensuring accuracy and compliance and increasing capacityfreeing legal teams to focus on higher-value work.

With several early-stage pilots and their first customer in conveyancing there is genuine growing demand for automated solutions.

The company is establishing a focused go-to-market (GTM) function and seeking an experienced Head of Sales / GTM Lead to own commercial strategy and execution for SMB legal customers. This is a high-volume fast sales cycle leadership role focused on SMB law firm acquisition and a hands-on role with ownership of revenue team build and market positioning during a critical early phase of growth.

About the Role:

As Head of Sales / GTM Lead you will design and execute a repeatable SMB sales motion build and lead a small go-to-market team and 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 teamhire 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.

About You:

Youre an ambitious commercial GTM leader with a proven track record building and scaling sales teams in B2B SaaSideally with exposure to legal tech legal operations or adjacent verticals serving professional services.

Ideally you will bring:

• 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.

Whats On Offer:

• 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.