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. The SMB Sales Manager joins the Commercial Sales organization in the Chicago office to lead a team of Account Executives selling the AI platform to small and mid-sized law firms and corporate legal departments. Reporting to the Vice President of Commercial Sales, the manager owns territory planning, pipeline development, and revenue execution across the region while driving a disciplined sales process and coaching AEs through the full cycle.
Candidates stepping into this position will manage a high-performance sales culture that relies on decisiveness, simplicity, and relentless follow-through. The successful candidate has a proven track record of selling complex software solutions, coaching account executives through complex sales cycles, and operating in early-stage, high-growth environments. This is a chance to shape sales processes and operating rhythms for a fast-growing segment at an innovative company.
What you will do
- Build, coach, and performance-manage a team of SMB Account Executives focused on selling the platform to law firms and corporate legal departments in the Chicago region.
- Own territory planning, pipeline development, and accurate forecasting to deliver against quarterly and annual revenue targets.
- Drive a disciplined sales process using MEDDPIC or a similar methodology to ensure high-quality discovery, qualification, objection handling, and close motions.
- Establish a local operating cadence including team standups, deal reviews, and pipeline hygiene that mirrors the company sales culture.
- Serve as a player-coach by actively engaging in strategic deals and modeling best practices in discovery, demonstrations, and negotiation.
What you need
- Bring at least six years of tech sales experience, ideally closing new business at the mid-market or enterprise level.
- Possess a minimum of two years of people management experience training and coaching a high-performing sales team.
- Demonstrate experience operating in an early-stage, high-growth environment with the ability to design and improve systems from scratch.
- Exhibit strong communication skills with the ability to clearly articulate technical concepts to a variety of audiences.
- Show a proven track record of selling complex software solutions to sophisticated buyers using a consultative, value-based selling methodology.
Benefits
- Offers Equity
- Offers Commission
Skills and tech stack
Questions candidates ask
Where is this role located?
The SMB Sales Manager joins Harvey's Commercial Sales organization out of the Chicago office.
What is the compensation structure for this position?
The On-Target Earnings range from $280,000 to $320,000 USD on a 50/50 split, with additional offers of equity and commission.
Who does this position report to?
This role reports to the Vice President of Commercial Sales.