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.

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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.

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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.

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