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The Cartels Running Up Transatlantic Airfares 22 నిమి Today, more than 3% of the world’s lawyers use Legora, and the company has grown from $1 million to $100 million in ARR since launching in October 2024. At Startup School 2026, Legora co-founder and CEO Max Junestrand shares how they built one of the fastest-growing enterprise software companies in the world, from cold emailing lawyers and moving into a customer’s office to freezing sales for six months to rebuild the product. He explains why building a company is ultimately about people, how to create a culture that wants to win, and why founders have to learn to love the hustle. Transcript: https://www.ycrootaccess.com/p/max-junestrand-you-need-the-willingness Apply to Y Combinator: https://www.ycombinator.com/apply Work at a startup: https://www.ycombinator.com/jobs Chapters: 00:00 — Intro 01:25 — What Lawyers Actually Needed 03:15 — The Origin Story 06:09 — Moving Into a Law Firm 07:22 — The YC Rejection 11:11 — San Francisco 12:20 — 80 Investor Meetings in 10 Days 13:26 — Freezing Sales to Fix the Product 16:19 — The Legora Product Manifesto 17:56 — Unlearning the Fancy Resume Hire 20:21 — The Law of Jante Problem 24:13 — Stockholm Onboarding as Superpower 25:26 — What Actually Made the Company 27:55 — Does Domain Expertise Still Matter? 29:14 — Betting on Model Improvement 34:09 — Building Your Own Evals 36:29 — When Should You Start a Startup? 41:41 — How Competitiveness Shows Up at Legora 44:17 — What Happens When You're #1? 45:04 — How to Become More Ambitious 48:43 — Storytelling as the CEO Superpower 54:00 — Zero to $100M in 18 Months
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