General Manager, Italy
Clio · Remote · €179,200–€268,800 (stated in the posting)
Clio is the global leader in legal AI technology, empowering legal professionals and law firms of every size to work smarter, faster, and more securely.
We are transforming the legal experience for all by bettering the lives of legal professionals while increasing access to justice.
Summary:
Italy is one of the largest legal markets in Europe: more than 210,000 practising avvocati, around two thirds of whom work in individual practice. That is exactly the kind of firm Clio was built for, and Italian firms already run their practices on Clio today.
We are now putting real investment behind that opportunity, and we are looking for a leader to drive our Italian commercial and go-to-market strategy within the rapidly expanding SMB segment. As General Manager, Italy, you will set the strategy for the market, grow the revenue, build the team, and become the person Italian legal professionals associate with Clio.
You will report to the General Manager, International, and work alongside senior leaders across product and engineering, marketing, customer success and revenue operations.
What you'll do
Set the strategy and own the number
- Develop the strategic vision for Italy, and deliver against revenue, growth and market share goals.
- Build the growth plan and the business case behind it: which segments and practice areas to win first, how firms in those segments actually buy, how we price, and what we deliberately do not chase this year.
- You understand how lawyers in Italy actually work: how Italian civil law shapes a firm's structure, how matters progress through the local courts, how the profession sets and regulates fees, what the Consiglio Nazionale Forense and the local Ordini require of a practitioner, and where local practice diverges from common law practice.
- Partner with the General Manager, International and wider sales leadership to define the best strategy for growing Clio's presence in Italy, and how Italy fits the broader European picture.
- Work closely with revenue operations to set plans for execution, compensation, enablement and incentives that help the region find new opportunities and convert them into revenue.
Build and lead the team
- Directly manage, mentor and grow our sales team in Italy.
- Recruit and develop top-tier leadership talent, with a specific lens on AI-native and AI-fluent professionals who are excited about redefining their roles alongside technology.
- Actively foster an environment of teamwork, transparency, creativity and continuous improvement.
- Build a culture of continuous improvement, psychological safety and AI curiosity, and lead the team through significant growth with credibility and care.
- Make Clio a company the best commercial talent in Italian legaltech wants to join.
Work across the business
- Build strong cross-functional relationships at executive and senior leadership level across product and engineering, marketing, customer success and operations.
- Act as the voice of the Italian market inside Clio, and work with product and engineering to prioritise what Italian firms need most.
- Collaborate with marketing to make sure campaigns are working in market, build awareness with Italian legal professionals, fine-tune what already runs, and design new experiments that generate qualified leads.
- Monitor trends, competitor activities, and regulatory changes impacting the legal industry and legal technology sector
- Benchmark best practices and ensure Clio’s SMB offering remains competitive and forward thinking
Represent Clio in the market
- Represent Clio at events and deliver presentations, both online and in person, to current and prospective clients, business partners and law schools.
- Build relationships with the Consiglio Nazionale Forense and local Ordini degli Avvocati, and pursue the endorsements and accreditations that carry weight with Italian firms.
- Cultivate relationships with relevant technology and legal industry partners, including resellers, consultants and integration partners, to accelerate Clio's presence in Italy.
What you'll bring
- Fluency in Italian and in English. Clio operates in English, so English fluency is a requirement of the role rather than a preference.
- 8+ years in revenue leadership, including 5+ years leading managers.
- A track record of owning a regional or country P&L, or a comparable revenue mandate, and hitting it. You can talk specifically about the plan you set, what you changed, and what it produced.
- Experience growing a B2B SaaS business in an under-penetrated market, where the work is as much about establishing a category as competing inside one.
- Real fluency in the Italian legal market: how firms are structured, how the profession is regulated, how buying decisions get made in a market of mostly small and individual practices, and where technology adoption currently sits.
- Credibility with a professional-services audience. Legal or legaltech experience is a strong advantage; if you do not have it, you can show you have earned trust quickly in a similarly expert, similarly sceptical market.
- Strong commercial instincts across pipeline, forecasting, segmentation, pricing and capacity planning, and the discipline to build a clean operating rhythm early rather than retrofitting one later.
- Genuine presence as a public voice for Clio in Italy including events, webinars, bar councils, partner conversations and media press
- A leadership style that holds a high bar and keeps people safe enough to tell you the truth.
How you work with AI
AI is changing how sales teams operate, and we are looking for a leader who is ahead of that curve rather than waiting to be told what to adopt.
We would like to see:
- Hands-on use of AI in your own work, and a clear view on where it improves commercial judgement and where it does not.
- Evidence that you have changed how a team works because of AI: a process you rebuilt, a role you redefined, a workflow you retired.
- An eye for hiring and developing people who treat AI fluency as part of the craft. Growing a team gives you a rare chance to set that expectation early rather than retrofitting it.
This is a new role.
What you will find here:
Compensation is one of the main components of Clio’s Total Rewards Program. We have developed a series of programs and processes to ensure we are creating fair and competitive pay practices that form the foundation of our human and high-performing culture.
Some highlights of our Total Rewards program include:
Competitive, equitable salary with top-tier health benefits, dental, and vision insurance
Hybrid work environment, with expectation for local Clions (Vancouver, Calgary, Toronto, Dublin, London, New York City and Sydney) to be in office min. twice per week.
Flexible time off policy, with an encouraged 20 days off per year.
$2000 annual counseling benefit
RRSP matching and RESP contribution
Clioversary recognition program with special acknowledgement at 3, 5, 7, and 10 years
Diversity, Inclusion, Belonging and Equity (DIBE) & Accessibility
Our team shows up as their authentic selves, and are united by our mission. We are dedicated to diversity, equity and inclusion. We pride ourselves in building and fostering an environment where our teams feel included, valued, and enabled to do the best work of their careers, wherever they choose to log in from. We believe that different perspectives, skills, backgrounds, and experiences result in higher-performing teams and better innovation. We are committed to equal employment and we encourage candidates from all backgrounds to apply.
Clio provides accessibility accommodations during the recruitment process. Should you require any accommodation, please let us know and we will work with you to meet your needs.
Learn more about our culture at clio.com/careers
We're a Human and High Performing AI company, meaning we use artificial intelligence to improve all of our operations. In recruitment, AI helps us streamline the process for greater efficiency. However, we've built our systems to ensure that a human always reviews AI-generated output, and we never make automated hiring decisions.
Disclaimer: We only communicate with candidates through official @clio.com email addresses.