Enablement Lead EMEA

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. About the Role The way legal work gets done is changing, and Engagement is at the center of that transformation. We're looking for an experienced, strategic Senior Engagement Team Lead to build and lead a team within our growing Engagement org that helps the world's top law firms and corporations fundamentally change the way they work with Legora. This is a role for someone who has led change inside large, complex organizations and built the teams that deliver it, and knows that real transformation is designed and managed. You will own the adoption and long-term success of an Enterprise vertical — leading a team of Engagement Associates, Managers, and Senior Managers who build the relationships and define the outcomes, while you step in on the highest-stakes accounts as the senior strategic advisor who ensures Legora becomes an embedded part of how legal teams operate. At the heart of the role is building the frameworks and standards your team uses to design each client's adoption playbook and deliver multi-year change-management programs that transform how they work. Across the portfolios on your team you'll set the bar for how a tailored roadmap is built, how initiatives are sequenced from initial rollout through firm-wide scaled adoption, how measurable outcomes and ROI are defined, and how the program evolves as new AI capabilities and use cases emerge. You will be critical as we continue to build a best-in-class adoption program at Legora, scaling the team and the standards that help clients realize measurable ROI, expand successful use cases and transform the way their teams work. What You’ll Do You'll lead a team that owns the post-sale customer experience, across onboarding, adoption and long-term value realization across an Enterprise vertical — firm or corporate. Specifically, you will: * Set the standard for how your team designs each client's adoption playbook: the tailored change-management approach, stakeholder map and target outcomes for how that firm adopts Legora and transforms the way they work. * Build the operating rhythms — portfolio reviews, health inspection, coaching cadences — that keep the team executing against those playbooks, sequencing initiatives from initial rollout to firm-wide scaled adoption and adapting as clients' needs and Legora's capabilities evolve. * Coach the team to act as strategic advisors who deeply understand client goals and legal workflows, stepping in on the highest-stakes accounts yourself to engage executive sponsors, surface high-impact opportunities, and guide clients toward maximum value from Legora. * Set the standard for how the team drives sustained value through a structured operating cadence: success plans, enablement, stakeholder check-ins, training and value reviews — turning what works across portfolios into repeatable, scalable motions. * Orchestrate engagement from cross-functional teams across your vertical to accelerate client success (GTM, Product, Legal Engineering, Engineering, Marketing, Support), maintaining end-to-end context across your portfolios. * Partner with GTM on key commercial moments across the vertical to ensure seamless handoffs, continuity, and a great customer experience, and to identify and realize expansion opportunities — coaching the team to lead these conversations and stepping in on the most complex renewals and expansions. * Translate segment-level feedback into action by collaborating closely with Product, Engineering, and Marketing to inform roadmap, positioning, and enablement. What You Bring You care deeply about customer outcomes and you know that transformation has to be designed and led — and that scaling it takes a high-performing team. You're proactive, strategic and comfortable steering demanding, senior stakeholders through significant change. You take pride in being the reason customers — and the teams behind them — adopt, grow and succeed. We're looking for: * A consulting or transformation background, with a demonstrated track record of designing and delivering change-management programs inside large, complex organizations — and leading the teams that deliver them. * Experience building the standards and operating rhythms that scale tailored, client-level transformation roadmaps and adoption plans across a team and steering them to measurable outcomes. * 8+ years in management consulting, customer success, account management, or a related field, with 3+ years managing client-facing teams — including other managers — ideally with exposure to high-growth B2B SaaS or Legal Tech. * A track record of driving adoption, retention, and satisfaction across a portfolio of enterprise clients and senior stakeholders — and of developing the people who deliver those outcomes. * Experience working with legal, compliance, or other regulated and complex industries or the ability to learn a complex domain exceptionally fast. * Strong operational discipline; you build inspection frameworks and run tight rhythms that keep multi-workstream initiatives moving across a team and your clients confident. * Excellent communication skills and executive presence — written, verbal, and interpersonal. You can lead boardroom conversations with legal leaders, coach your team through them, and roll up your sleeves with hands-on teams. * High EQ: you know when to listen, when to advise, when to coach and when to act — and when to step in versus let your team lead. * A love of fast-paced, early-stage environments where you build the playbook and the team, not just build for yourself. * Deep data fluency; you read portfolio metrics and account health with rigor and use them to drive decisions across the team. 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.

WHO WE ARE ABOUT STRIPE Stripe is a financial infrastructure platform for businesses. Millions of companies—from the world's largest enterprises to the most ambitious startups—use Stripe to accept payments, grow their revenue, and accelerate new business opportunities. Our mission is to increase the GDP of the internet, and we have a staggering amount of work ahead. That means you have an unprecedented opportunity to put the global economy within everyone's reach while doing the most important work of your career. ABOUT THE TEAM The Global Alliances and Channels team focuses on building, supporting, and going to market with professional services firms including systems integrators, consultancies, and managed services providers such as Accenture, PwC, Deloitte, Infosys, and others. In addition, the team leads the go-to-market initiatives with our strategic technology alliance partners including AWS, Salesforce, Adobe, and others. Our objective is to ensure users have access to the broadest set of solutions leveraging the Stripe platform and the deepest set of technology and industry experts, while at the same time ensuring our partners and Stripe build large, mutually beneficial businesses together. The Strategic Global Alliances (SGA) team focuses on a subset of our highest priority partnerships. These partnerships operate at global scale with Stripe and present opportunities to create significant sales pipeline, deals sold, joint solutions, and scaled delivery expertise. WHAT YOU'LL DO You'll support the overall success of Stripe's Global Alliance with Accenture and other key GSIs in EMEA, driving joint GTM (Go-to-Market) and co-sell. You'll work alongside the Accenture Global Partner Development Manager (PDM) and other GSI PDMs to drive net new demand for the partnership in the field across key markets in EMEA. This position is focused on deepening our joint sales motion, joint solutions, and delivery capabilities. This position is fast-paced, highly visible, and aligned to quarterly metrics. As a Partner Development Manager, you'll hold a holistic view of the business, generated by and engaged with Accenture and other partners in EMEA, and work across the Stripe Sales segments to enhance and grow partner-related Stripe revenue. You'll work cross-functionally with Partner Sales Managers, Partner Development Leadership, and Stripe AEs. You'll demonstrate an understanding of the Stripe Partner Ecosystem and the Stripe sales organization, and recognize high-impact opportunities, solutions, support deals for successful engagement with partners, and maintain high business hygiene. You'll drive towards end-customer value that results in business growth to both Accenture (and other GSIs) and Stripe by being partner-centric in all activities, serving as a leader and advocate for them within Stripe, and accurately representing Stripe within the partner's organization. RESPONSIBILITIES * Partner with the Global Accenture PDM and other GSI PDMs on building strategy, joint solution development, partner enablement, pipeline development, and deal closure in the EMEA region * Work closely with Accenture and other GSI counterparts to enable Stripe and partner sales teams on the unique joint value prop, lead account mapping workshops, blitz days, and co-create opportunities together * Orchestrate and partner with cross-functional resources to support Stripe partner co-sell and GTM activities and create and maintain a long-term, scalable joint GTM model that drives partner and user success * Support key deal execution with partners, both pre-sales and post-sales (working with Stripe PSMs, PSEs, SAs, and AEs) * Support weekly pipeline reviews to ensure pipeline information is thorough and accurate * Broker internal resources, tools, references, and investments needed to achieve quarterly goals WHO YOU ARE We're looking for someone who meets the minimum requirements to be considered for the role. If you meet these requirements, you are encouraged to apply. The preferred qualifications are a bonus, not a requirement. MINIMUM REQUIREMENTS * 10+ years of technology GTM experience * Strategy, sales, and development experience, working alongside consulting partners or ISVs * Process-oriented mindset with desire to solve individual challenges while building for scale in mind * Excellent communication and presentation skills, with the ability to speak to different functional leadership both internally and externally * Ability to both lead and be a team player on cross-functional teams that include technical, sales, product, and support resources from Stripe and the partner. Creative in terms of leveraging resources to drive outsized impact * Willingness to travel and be present with partners and sellers in front of our users and prospects * Ability to build and execute territory and opportunity-specific plans, in partnership with the Global PDM and other cross-functional resources * Excellent ongoing operational hygiene, accurately representing sales and partner activities in Salesforce PREFERRED QUALIFICATIONS * Accenture direct or indirect GTM experience * Experience driving GTM with GSIs such as PwC, Cognizant, Infosys, and Deloitte * Exposure to payments, commerce, and Q2C landscape, and understanding of how the Stripe stack can differentiate and complement ISV solutions in different integration models * Experience building successful joint GTM solutions with partners