About this role
Harvey is transforming how legal and professional services operate by combining frontier agentic AI, an enterprise-grade platform, and deep domain expertise to reshape critical knowledge work. As an Account Executive focused on the SMB market in EMEA, you will drive growth by establishing new business relationships with small law firms and in-house legal teams, managing the complete sales lifecycle from prospecting to contracting. You will own your book of business using warm leads and named accounts, conduct tailored client evaluations, and collaborate with product and engineering teams to shape solutions that meet customer needs.
This role exists to establish the foundation for how the company wins in the SMB segment and creates long-term client impact during a rapid scaling phase. Ideal candidates thrive in fast-paced, early-stage environments, enjoy building processes from scratch, and possess a consultative approach to selling complex software. People who succeed here operate with intensity, take ownership, and align with company values emphasizing decisiveness, simplicity, and relentless execution.
What you will do
- Manage the complete new business lifecycle from initial prospecting through qualification, solution validation, and final contracting.
- Own a dedicated book of business by prioritizing warm leads and a named account list to maintain a high-velocity sales motion.
- Achieve and exceed assigned revenue targets and other key performance metrics.
- Build relationships with key decision-makers to understand pain points and align AI solutions with client needs.
- Conduct tailored client evaluations, product demonstrations, and presentations for prospective buyers.
- Collaborate cross-functionally with engineering and product teams to relay customer feedback and stay updated on technical advancements.
- Develop tactics, collateral, and messaging to improve team performance and document learnings for broader application.
What you need
- Demonstrated track record of selling complex software solutions using a consultative, solutions-oriented, and value-based selling methodology.
- Ability to independently lead an entire sales cycle from start to finish.
- Capacity to independently manage a pipeline, forecast performance metrics accurately, and maintain CRM hygiene.
- Experience leading multi-threaded sales processes with executive stakeholders and translating technical concepts for non-technical audiences.
- Understanding of artificial intelligence and its potential applications in professional knowledge work.
- Strong collaboration skills to work effectively across internal functions such as product and legal.
Skills and tech stack
Questions candidates ask
What is the primary focus of this sales role?
You will be responsible for establishing new business relationships with small law firms and in-house legal teams, deeply understanding their challenges, and delivering AI solutions that transform how they work.
How does the team collaborate across departments?
You will effectively work cross-organizationally to shape solutions to meet SMB customer needs, collaborating closely with engineering and product teams to stay updated on the latest AI advancements.
What kind of sales motion is expected?
You will own your book of business by prioritizing warm leads and a named account list to maintain a high velocity sales motion.