About this role
The day-to-day work for the Sales Manager, SMB, EMEA at Harvey involves leading and managing a team of Account Executives responsible for selling Harvey's AI platform to small and mid-sized law firms and legal teams across the EMEA region. This role requires a focus on driving revenue execution by owning territory planning, pipeline development, and forecasting to meet established targets. A key function is coaching the sales team through the entire sales cycle, from initial discovery and qualification to successful closure, ensuring adherence to a disciplined sales methodology like MEDDPIC. The manager will also establish a consistent local operating cadence, including team standups and deal reviews, to embed Harvey's high-performance sales culture.
This role exists to scale the commercial sales segment for Harvey, a company focused on reshaping legal and professional services through agentic AI. The manager acts as a player-coach, actively participating in strategic deals while simultaneously developing best practices in sales execution. The position is crucial for shaping the sales culture and operating rhythm within this fast-growing segment of the company.
Candidates who thrive in high-growth environments, possess a strong drive for team development, and are adept at articulating complex technical concepts to sophisticated buyers would be well-suited for this opportunity. Individuals who are energized by mentoring, refining value propositions, and contributing to sales process improvements will find this role highly rewarding.
What you will do
- Build, coach, and performance-manage a team of SMB Account Executives focused on selling Harvey's platform to law firms and corporate legal departments in the EMEA region.
- Own territory planning, pipeline development, and accurate forecasting to ensure achievement of quarterly and annual revenue targets.
- Drive a disciplined sales process, utilizing methodologies such as MEDDPIC, to ensure Account Executives execute high-quality discovery, qualification, objection handling, and close motions.
- Establish a local operating cadence, including team standups and deal reviews, that reflects Harvey's high-performance sales culture.
- Act as a player-coach by engaging in strategic deals and modeling best practices in discovery, demo, and negotiation.
What you need
- Possesses at least six years of tech sales experience, ideally involving closing new business at the Mid Market or Enterprise level.
- Requires more than two years of experience in people management, specifically training and coaching a high-performing sales team.
- Must have experience operating within an early-stage, high-growth environment and a demonstrated ability to design and improve systems from scratch.
- Needs strong communication skills necessary to clearly articulate technical concepts to diverse audiences.
- Requires a proven track record of selling complex software solutions to sophisticated buyers using a consultative, solutions-oriented, value-based selling methodology.
- Demonstrated passion for Harvey’s mission and a strong understanding of AI's potential applications in knowledge work and the legal profession.
Nice to have
- Experience closing new business at the Mid Market or Enterprise level
Benefits
- unmatched opportunity for growth — personal, professional, and financial
Skills and tech stack
Questions candidates ask
What is the remote policy?
Depending on your location, an applicant privacy notice may apply to you.
What is the compensation structure?
The posting does not specify the salary for this role.
What is the tech stack used?
The posting mentions the use of the MEDDPIC methodology for driving the sales process.
What is the team structure like?
The role reports to the Vice President of Commercial Sales and involves building and coaching a team of SMB Account Executives.