Role Overview

The SMB Sales Manager joins Harvey's Commercial Sales organisation to lead a team of Account Executives selling Harvey's AI platform to small and mid-sized law firms and legal teams. Reporting to the Vice President of Commercial Sales, this role owns territory planning, pipeline development, and revenue execution across the EMEA region. The manager drives a disciplined sales process while coaching AEs through the full cycle — from discovery and qualification through close — and holds the team accountable to rigorous forecasting and performance standards. It is a high-impact opportunity to shape the sales culture and operating rhythm for a fast-growing segment at one of the most innovative companies in legal technology.

What You'll 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 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

What You Have

• 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

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