In this edition of our “Meet the Team” series, we’re pleased to introduce Michelle Smith, one of the latest additions to our growing sales team. Michelle brings valuable experience in building client relationships across the EMEA region. In our conversation, she talks about her career journey, what drew her to Xperate, and how she approaches supporting clients with confidence. She also shares her future goals, the challenges she’s ready to take on, and how she unwinds outside of work.
Tell us a bit about yourself and your career background.
I began my professional career after leaving university, working in a criminal law practice. It didn’t take long for me to realise that the traditional legal route wasn’t quite the right fit for me, and that’s what led me into legal tech for the first time. It was a gentle introduction (mostly training law firms and helping them get to grips with new systems), but it opened the door to a line of work I found far more engaging. From there, I gradually moved into more technical work, including workflow development and process improvement.
After that, I spent around ten years working in a legal practice with a Bristol firm. I joined as an Office Manager, but a big part of my role involved working closely with the wider team on legal tech initiatives. During that time, I completed my police station accreditation, which became a significant part of my workload and gave me an even deeper understanding of how law firms operate in practice.
I then moved back into legal tech, and I’ve stayed here ever since. My background is very much rooted in training and supporting fee earners, secretaries and operational teams, and even though my role today is in sales, that experience still shapes everything I do. I take a very consultative approach. For me, it’s always about understanding a firm’s challenges and finding the right solution for their business.
Why did you want to join Xperate, and what does your role involve day to day?
Even though I work remotely, one of the things that immediately attracted me to Xperate was the team and the office culture. I go into the office once a week, and I genuinely love being around everyone. There’s a real energy and a level of organisation and professionalism that you don’t always see. I’d actually heard of Xperate while working in a previous role, so when I started looking into the company properly, it didn’t take long for me to feel that this was somewhere I wanted to be.
Making the move was a bit of a leap, especially as I’d only been in my previous role for a few months, but the leadership here made the decision an easy one. I have huge respect for Simon Hill and Mark Garnish, and I really value the chance to work under their guidance. The same goes for Hayley Burrey, Director of Sales, EMEA. She’s someone I know I can learn a great deal from, and that was a big part of why I felt Xperate was the right next step.
Day to day, my role focuses on the commercial side of the business, working closely with our wider commercial team to grow sales across EMEA. A lot of my background is in implementation and understanding how firms actually operate, so I bring that perspective into conversations with both vendors and law firms. I help scope out projects, understand the challenges they’re facing, and ultimately match them with the services and expertise our team provides.
I like selling Xperate’s services because I genuinely believe in the people behind them. Xperate takes a long-term approach. We want firms to get real value from what we deliver - and that aligns perfectly with how I like to work.
How do you approach building relationships with clients across the EMEA region?
I’ve been lucky to build a lot of long-standing relationships over the years through my time in the legal sector. Nurturing those relationships is something I genuinely enjoy. I like to stay in touch, understand how people are getting on, and look for opportunities where Xperate can add real value.
One of the great things about joining Xperate is that the company already has so many strong connections across the industry. My role is to build on those relationships, continue nurturing them, and open new conversations with firms that may not yet know what Xperate can offer.
There’s a real drive at Xperate right now to reach out to SME and high-street law firms, and I’m genuinely excited to be part of that. Having worked in high street law firms myself, I really understand how they function in their daily work. That helps me guide them carefully through the legal tech process, especially when they’re considering significant investments like changing practice management systems or starting a new development project.
Once an initial connection is made, I believe in having honest, useful conversations to help firms find the right path forward. I don’t see relationships as transactional. I want clients to feel supported, understood and confident that they have a partner they can rely on.
What goals are you excited to work towards in 2026?
Looking ahead to 2026, I’m really excited about the opportunity to expand Xperate’s relationships with SME and boutique law firms. Xperate already has a strong history of working with larger clients, but there’s enormous potential in the smaller-firm market - firms that often need guidance, reassurance and a trusted partner to help them get the most from legal tech.
Building meaningful connections with those firms, understanding their pressures, and showing them how Xperate can support their growth is something I’m very motivated by. I want to play a key role in driving those relationships forward and opening new doors for the business.
I’m also keen to help raise Xperate’s brand awareness across the region. There’s so much great work happening here, and ensuring more firms know who we are, what we do and how we can help is a big priority for me next year.
What challenges may you face in your role, and how could you overcome them?
One of the biggest challenges I expect to face is helping smaller firms become more comfortable with the idea of changing systems or investing in new technology. It’s a huge decision for an SME, so it’s natural that firms can be hesitant. Even when I’ve worked with much larger practices, this has been a challenge, so I fully expect it in the SME space too.
There’s also the reality that a lot of outreach doesn’t always result in immediate conversations. That can be frustrating at times, but it’s part of the job, and it’s important to stay positive and consistent. It’s all about securing that first conversation. Once the relationship begins, and firms understand that you’re not just trying to sell to them but genuinely trying to support them, things become much easier.
Infiltrating the SME market will take time and persistence, but I’m ready for that. I plan to get myself out there in every way I can - through LinkedIn, industry events, networking, and building on existing relationships. It’s about showing firms that Xperate is here to help them on a long-term journey, not just a one-off project.
What motivates you to achieve success?
I’m someone who likes to have a busy, productive day. I don’t feel at my best if I haven’t had enough to get stuck into, so having structure, clear goals, and meaningful conversations really motivates me. I’m still finding my feet, having only been at Xperate for just over a month, but getting those early relationships off the ground and seeing conversations turn into real opportunities is something that gives me a huge lift.
Productivity and positive outcomes matter to me. When I can see tangible progress, helping a firm understand their options or starting to build a relationship that could genuinely benefit their business, that’s what drives me. I enjoy the momentum of being busy, and the satisfaction that comes from seeing that work translate into something valuable.
How do you unwind outside of work?
Outside of work, life is always busy. I have two daughters, aged 14 and 11, who are at that stage where they’re fairly independent but somehow still need everything at the same time! Between them, our cocker spaniel Bella, and now a new puppy joining us soon from a local cat and dog home, there’s never a quiet moment.
We live in the Cotswolds, which is such a beautiful place to switch off. I love getting out for walks across the fields with Bella - it’s one of the simplest but most relaxing parts of my day. I’m also really active, so you’ll often find me at the gym or in a spin class when I want to clear my head. I’m not someone who sits still for long!
At home, I love baking and cooking. My 11-year-old and I are big Bake Off fans, and it’s become a bit of a tradition for us to watch it together. Banana loaf and mini loaves are my go-to bakes, and they’re always a favourite with the kids. Cooking in general is something I really enjoy. It’s a great way to unwind and spend time with my family.
Connect with Michelle on LinkedIn here.
michelle.smith@xperate.com