Sales Manager - SMB

Harvey
New York
Workplace: OnsiteFull timeUSD 264,000 - 396,000 annuallyFunction: SalesExperience: 6+ yearsSkills: ["Communication","Leadership","Coaching","Consultative selling","Strategic negotiation"]

Lead a team of SMB Account Executives selling an AI platform to small and mid-sized law firms and legal teams. Own territory planning, pipeline development, and accurate forecasting to hit quarterly and annual revenue targets. Run a disciplined, MEDDPIC-based sales process across discovery, qualification, objection handling, and close. Set local operating cadence and serve as a player-coach on strategic deals while coaching AEs through complex cycles.

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Harvey
Harvey
1 month ago

Sales Manager - SMB

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Canonical indexed version, validated from employer's careers page.

Source: Company careers pageValidated by: Fursa AI
Last checked: 7 hours agoStatus: Live

Job Summary

Lead a team of SMB Account Executives selling an AI platform to small and mid-sized law firms and legal teams. Own territory planning, pipeline development, and accurate forecasting to hit quarterly and annual revenue targets. Run a disciplined, MEDDPIC-based sales process across discovery, qualification, objection handling, and close. Set local operating cadence and serve as a player-coach on strategic deals while coaching AEs through complex cycles.
Location: New York
Workplace: Onsite
Employment Type: Full time
Job Function: Sales
Seniority: Manager level

Key Responsibilities

  • •Build, coach, and performance-manage a team of SMB Account Executives selling Harvey’s platform to law firms and corporate legal departments.
  • •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) across discovery, qualification, objection handling, and close.
  • •Establish a local operating cadence including team standups, deal reviews, and pipeline hygiene.
  • •Serve as a player-coach by engaging in strategic deals and modeling best practices in discovery, demo, and negotiation.

Pay and Benefits

Salary: USD 264,000 - 396,000 annually

Key Requirements

  • •6+ years of tech sales experience, ideally closing Mid Market or Enterprise new business, with 2+ years of people management experience coaching a sales team.
  • •Experience operating in an early-stage, high-growth environment and designing/improving systems from scratch.
  • •Strong communication skills to clearly articulate technical concepts to a variety of audiences.
  • •Proven track record selling complex software solutions using a consultative, solutions-oriented, value-based methodology.
  • •Strong interest in AI and the legal profession, with passion for the mission and helping lawyers work more efficiently.
Experience:6+ yearsTech salesLegal technologyEarly-stageHigh-growth
Skills:CommunicationLeadershipCoachingConsultative sellingStrategic negotiation
Tech Stack:AIAgentic AIMEDDPIC

Company Brief

Harvey
Harvey builds domain-specific generative AI for legal and professional services, automating contract analysis, due diligence, compliance, and litigation workflows for law firms and corporate legal teams.
Industry: LegalTech
Company Size: Large (251 to 1,000 employees)
Revenue: USD 100M to 250M
Growth: Scaleup
Valuation: Unicorn (USD 1B+)
Funding: Series E+
Headquarters: San Francisco, United States
Founded: 2022
Glassdoor
Glassdoor: 4.1
WebsiteLinkedInGlassdoor