About this role
Scaling a dedicated sales development engine across the European region requires establishing foundational processes, driving pipeline generation, and building high-performing teams from the ground up at Harvey. This initial regional leadership position focuses on guiding the outbound strategy targeting major law firms and professional services organizations by partnering closely with sales, marketing, and revenue operations.
Candidates stepping into this capacity will take full ownership of hiring, onboarding, coaching, and performance management for the sales development representatives in the area. Success in this environment calls for someone comfortable operating within ambiguity who can architect new operational structures, deliver hands-on mentorship, and leverage data to optimize workflows while contributing to the broader go-to-market strategy in the legal technology sector.
What you will do
- Manage regional pipeline performance by driving the sales development team's contribution across inbound and outbound channels to meet sales targets.
- Build and scale the team through hiring, onboarding, and establishing regional structure, operating cadence, and performance standards.
- Deliver hands-on coaching through regular one-on-one sessions, call reviews, and deal strategy meetings to accelerate representative development.
- Partner with go-to-market enablement to create onboarding programs that ramp representatives quickly and build strong product and industry expertise.
- Collaborate cross-functionally with sales, marketing, and revenue operations to improve lead routing, campaign effectiveness, and conversion.
- Refine targeting and messaging by continuously testing outbound strategies based on ideal customer profile fit and performance insights.
- Track team performance and optimize workflows using platforms such as Salesforce, Salesloft, LinkedIn Sales Navigator, Gong, and ZoomInfo.
What you need
- Four or more years of experience in SaaS sales or business development, including one to two years of direct sales development leadership experience.
- Demonstrated success in building and managing pipeline-generating teams in a high-growth, outbound-focused environment.
- Deep understanding of modern sales development tools like Salesforce, Salesloft, LinkedIn Sales Navigator, and Gong.
- Data-driven mindset with the capability to analyze team performance metrics, uncover insights, and iterate quickly.
- Prior experience building sales development processes from scratch with comfort in ambiguous situations.
- Coaching-first leadership style focused on investing in people, celebrating wins, and maintaining high standards.
- Excellent communication skills and executive presence for both internal and external interactions.
Nice to have
- Prior experience selling into legal or professional services firms
Skills and tech stack
Questions candidates ask
What will I be working on in this role?
You will own regional pipeline performance across inbound and outbound channels, build and scale the sales development team, and deliver hands-on coaching. Additionally, you will partner cross-functionally with Sales, Marketing, and RevOps to refine targeting and messaging for the European legal market.
What tools and platforms will I use?
You will use platforms such as Salesforce, Salesloft, LinkedIn Sales Navigator, Gong, and ZoomInfo to track team performance and optimize workflows. You will also have the opportunity to influence the tech stack by developing recommendations and driving implementation.
What background is required for this position?
The role requires four plus years of experience in SaaS sales or business development, with at least one to two years of direct SDR or BDR leadership experience. You must also have a data-driven mindset, experience building processes from scratch, and a coaching-first leadership style.