harvey - Sales Manager, SMB, EMEA
Requirements
• 6+ years of tech sales experience — ideally closing new business at the Mid Market or • Enterprise level; 2+ years of people management experience training and coaching a • high-performing sales team. • Experience operating in an early stage, high-growth environment. Demonstrated ability • to design and improve systems from scratch • Strong communication skills with the ability to clearly articulate technical concepts to a • variety of audiences. • Proven track record of selling complex software solutions to sophisticated buyers, with • the ability to successfully execute on a consultative, solutions-oriented, value-based • selling methodology. • Demonstrated passion for Harvey’s mission and strong understanding of AI and its • potential applications in knowledge work and interest in the legal profession and helping • lawyers do their jobs better and more efficiently. • Energized by mentoring account executives, contributing to the development of our • sales processes and team-driven sales culture, refining the value proposition of our • solutions and creating sales resources to drive our success. • Track record of coaching AEs through complex sales cycles, including deal strategy, objection handling, and negotiation, with a growth-oriented and coachable mindset • DEPENDING ON YOUR LOCATION, AN APPLICANT PRIVACY NOTICE MAY APPLY TO YOU. YOU CAN FIND ALL OF OUR APPLICANT PRIVACY NOTICES [HERE https://www.notion.so/harveyai/Harvey-Candidate-Privacy-Policies-319ac3fcdd7a803bb807d5094f249922].
Responsibilities
• 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 deliver against quarterly and annual revenue targets • Drive a disciplined sales process using MEDDPIC or similar methodology, ensuring AEs execute high-quality discovery, qualification, objection handling, and close motions • Establish a local operating cadence — team standups, deal reviews, pipeline hygiene — that mirrors Harvey's high-performance sales culture • Serve as a player-coach by actively engaging in strategic deals and modeling best practices in discovery, demo, and negotiation
Benefits
• At Harvey, we’re transforming how legal and professional services operate. By combining frontier agentic AI, an enterprise-grade platform, and deep domain expertise, we’re reshaping how critical knowledge work gets done for decades to come.
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