Legora's CRO: $3.5M to $200M+ ARR, the Fastest Direct Sales Motion | Patrick Forquer

Legora went from $3.5M to over $100M in revenue in about a year, the fastest any company has ever scaled a direct-sales motion from zero to $100M. Then, they doubled revenue in less than 6 months and hit $200M ARR. Patrick spent seven years at Braze, from the early days through IPO, before joining Legora (a vertical legal-AI company founded by Max, backed by Benchmark and Redpoint) at $3.5M in revenue. He shares the scaling journey. He also gets tactical on the three things he looks for before joining a company, why speed-to-value is the number-one leading indicator of revenue performance, the pilot that lets customers keep everything they build even if they walk, how he structures forward-deploy across legal engineers and traditional FDEs, the Jude Law and Aaron Judge campaigns and whether they paid off, the "8 Mile" objection-handling play, and the shift to consumption pricing. Brought to you by: Nooks - discover how revenue agents can transform your GTM at https://nooks.ai/gtmfund  Transcript: Full interview transcripts can be found by episode at https://gtmnow.com/tag/podcast/  What you'll learn: The 3 criteria Patrick uses before joining any company (founder, product, investors) Why speed and quality of implementation is the #1 leading indicator of revenue, and why teams over-index on sales and under-index on onboarding The pilot design that hands customers the IP, integrations, and workflows to keep (even if they don't buy) How to structure forward-deploy: legal engineers for use-case design, FDEs for enterprise integration Why he hires roughly 2 post-sale people for every 1 pre-sale The Jude Law and Aaron Judge brand campaigns: the real ROI case for B2B brand spend The "8 Mile" framework: disarming competitive objections by naming the competitor's move first How he screens for real AI fluency in interviews (and why "I summarized my Gong calls" fails) Moving the top product to consumption pricing, and what it did to the metrics Advice for operators on the fence about joining an AI-native company: bet on yourself, the window won't last Connect with Patrick Faucher: LinkedIn: https://www.linkedin.com/in/patrick-forquer-1419a5a Connect with Host, Sophie Buonassisi: LinkedIn: https://www.linkedin.com/in/sophiebuonassisi/ X: https://x.com/sophiebuona About the guest: Patrick Faucher is the CRO of Legora. He joined at roughly $3.5M in revenue and helped scale it past $100M in about a year, the fastest any company has taken a direct-sales motion from zero to $100M. Now, they’ve hit $200M ARR. Before Legora he spent seven years at Braze, from the early days through its path to IPO. About GTMnow: GTMnow is the media arm of GTMfund, sharing the strategies, tactics, and stories from the operators and investors building the next generation of go-to-market. Visit us: https://gtmnow.com LinkedIn: https://www.linkedin.com/company/gtmnow X: https://x.com/GTMnow_ IG: https://www.instagram.com/gtmnow_  Tiktok: https://www.tiktok.com/@gtmnow_ YouTube: https://www.youtube.com/@GTM_now The GTMnow Podcast The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth. Visit gtmnow.com for more episodes and other interesting content.