How I Built Legora's GTM Motion To A $1B+ Valuation w/ Patrick Forquer, SVP Global Revenue @ Legora

Jan 22, 2026

Patrick Forquer, SVP of Global Revenue at Legora, shares insights from his impressive journey in sales, scaling companies like Braze and leading Legora to a billion-dollar valuation. He highlights why selling AI differs from traditional SaaS, emphasizing the importance of deployment and change management in vertical markets. Patrick discusses the accelerated deal velocity and the need for responsiveness in sales. He also reflects on hiring traits for energetic, organized team players and shares how pilots are vital for demonstrating value in immature markets.

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ANECDOTE

Met His Wife In Montauk

Patrick met his wife at Memory Motel in Montauk in a classic grungy-bar encounter.
They later moved to Brooklyn and have two kids together.

ANECDOTE

Braze Shaped His Sales DNA

Patrick joined Braze (Appboy) early and scaled with the company through IPO and growth.
He credits that experience for learning discovery and operating in fast-growth environments.

INSIGHT

AI Sales Are Multi-Path, Not One-Size

AI products offer multiple distinct implementation paths, making sales a "choose your own adventure."
Sellers must be more audible and adaptable because product-led solutioning is fluid and configurable.

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Episode Description:

Patrick Forquer is the SVP of Global Revenue at Legora, one of the leading players in the AI-native legal tech space, coming off a recent Series C raise to value the company at over a billion dollars.

Before Legora, Patrick spent 7 years at Braze (formerly AppBoy) from the early days through IPO, leaving as the AVP of sales. He started his career as a BDR at Yext during the 2008 financial crisis, worked at Intralinks, then moved to Cloud Sherpas, managing their Google Cloud relationship before the Accenture acquisition.

He was also CRO at Jacquard, an early generative AI company.

Pat is one of the more down-to-earth people I've met in the space; I really enjoyed the conversation + hope you do too.

Discussed in this episode:

Why selling AI is fundamentally different than selling SaaS
The "last mile problem" in vertical AI and why deployment is where deals are won or lost
How deal velocity has accelerated - buyers are moving faster and expect sellers to keep up
Why MEDDICC is not a sales process and how discovery has evolved
The false tension between PLG and enterprise sales
What Chris Degnan's book "Make It Snow" reveals about Snowflake's counterintuitive GTM & why they admire it
Why the best time to be a seller is right now

Episode Timestamps:

(00:00) Intro & Pat's Background

(02:30) Meeting His Wife at Memory Motel in Montauk

(04:30) His Path: From BDR at Yext to SVP of Global Revenue at Legora

(06:50) Selling SaaS vs AI: Why It's the Best Time to Be a Seller

(12:00) The Last Mile Problem in Vertical AI Sales

(18:00) How Deal Velocity Has Changed with AI

(26:00) Discovery, Change Management & Why MEDDICC Isn't a Sales Process

(34:00) Chris Degnan's "Make It Snow" and Snowflake's GTM Playbook

(42:00) PLG vs Enterprise: The False Tension

(55:00) Basketball Talk: Jalen Brunson, the Knicks & NYC Sports

(58:00) Creative Ways to Break Through & Get a Response

About The Vibescaling Podcast:

The Vibescaling Podcast interviews GTM leaders and investors at top AI startups and early-stage companies.

Every week, host ⁠⁠⁠⁠Chris Balestras⁠⁠⁠⁠, partner @ ⁠⁠⁠⁠Vibescaling⁠⁠⁠⁠ (an advisory, recruiting, investing, & media firm for seed through series C AI-natives & SaaS startups) sits down with GTM operators from the fastest-growing AI natives and SaaS companies to break down what's actually working in go-to-market today.

No fluff, no theory - just honest, tactical insights from people in the trenches building the next generation of AI breakouts.

About Vibescaling:

⁠⁠⁠⁠Vibescaling⁠⁠⁠⁠ is an advisory, recruiting, media, & investing firm for seed through series C AI-natives & fast-growing SaaS startups scaling from 0 to $100M ARR.

Where to Find VibeScaling: