About this role
Harvey is building an enterprise-grade platform combining frontier agentic AI with deep domain expertise to transform how legal and professional services operate. The SMB Account Executive will drive commercial growth across Australia and New Zealand, focusing on small and medium law firms with between five and fifteen lawyers. Operating as a founding member of the Sydney team, this person will own full-funnel sales activity, manage high-velocity pipelines, and help develop the regional sales playbook.
Candidates who thrive in this environment possess strong consultative sales abilities, comfort with fast-evolving environments, and a genuine interest in the legal industry. The role exists to scale regional adoption and requires partnering directly with product leadership to share client feedback, refine messaging, and establish scalable processes for the segment.
What you will do
- Own and grow a territory of small and medium business accounts across Australia and New Zealand by managing full-funnel sales activity from prospecting through to commercial negotiation and onboarding.
- Manage a high-velocity pipeline of annual commitments directed at law firm buyers with average deal cycles of approximately thirty days.
- Conduct consultative sales conversations with Partners and Managing Partners at small law firms to diagnose pain points and align solutions.
- Deliver impactful product demonstrations and client meetings that articulate business value and technical capabilities.
- Execute disciplined qualification, discovery, objection handling, and closing using frameworks like MEDDIC or Challenger.
- Partner cross-product, legal, engineering, and go-to-market teams to share client feedback and shape the product roadmap.
- Document sales learnings and iterate on messaging to help build scalable processes for regional growth.
What you need
- Bring closing experience, ideally gained through complex business-to-business software-as-a-service sales cycles within mid-market or enterprise segments.
- Demonstrate proven success in qualification, discovery, objection handling, and closing while building multi-threaded relationships.
- Exhibit strong analytical ability, structured thinking, and clear communication tailored to senior stakeholders.
- Maintain high coachability, humility, and a growth mindset while operating in a fast-evolving environment with limited structure.
- Possess a genuine interest in the legal industry and a commitment to enhancing knowledge work through technology.
- Hold valid Australian work rights as visa sponsorship is not available for this position.
Nice to have
- Familiarity with sales practices in the ANZ region
Benefits
- Be a founding member of the Sydney team and help build a new segment
- Structured hybrid working arrangement with three days in the Sydney office and two days working from home
- Enterprise-level exposure and a clear path to progress toward an Enterprise AE role
Questions candidates ask
What is the remote work policy for this role?
The position follows a hybrid schedule based out of the Sydney, New South Wales office. Team members work three days in the Sydney office and two days from home.
What is the target market and deal cycle for this position?
The focus is on small and medium law firms across Australia and New Zealand with between five and fifteen lawyers. You will manage a high-velocity pipeline selling annual commitments with an average deal cycle of approximately thirty days.
Does the company provide visa sponsorship?
Applicants must have valid Australian work rights. Harvey does not currently offer visa sponsorship for this role.