Sales Manager - SMB

Harvey
Chicago
Workplace: HybridFull timeUSD 280,000 - 320,000 annuallyFunction: SalesSkills: ["Communication","Leadership","Coaching","Consultative selling","Forecasting"]

Lead a team of SMB Account Executives selling Harvey’s AI platform to small and mid-sized law firms and legal teams. Own territory planning, pipeline development, and accurate forecasting to deliver quarterly and annual revenue targets. Drive a disciplined MEDDPIC-based sales process and establish local sales cadence, while coaching reps through discovery, qualification, objection handling, and close. Act as a player-coach on strategic deals and negotiation.

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Harvey
Harvey
3 months ago

Sales Manager - SMB

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Last checked: 2 hours agoStatus: Live

Job Summary

Lead a team of SMB Account Executives selling Harvey’s AI platform to small and mid-sized law firms and legal teams. Own territory planning, pipeline development, and accurate forecasting to deliver quarterly and annual revenue targets. Drive a disciplined MEDDPIC-based sales process and establish local sales cadence, while coaching reps through discovery, qualification, objection handling, and close. Act as a player-coach on strategic deals and negotiation.
Location: Chicago
Workplace: Hybrid
Employment Type: Full time
Job Function: Sales
Seniority: Manager level

Key Responsibilities

  • •Build, coach, and performance-manage a team of SMB Account Executives selling to law firms and corporate legal departments in the Chicago region.
  • •Own territory planning, pipeline development, and accurate forecasting against quarterly and annual revenue targets.
  • •Drive a disciplined sales process using MEDDPIC (or similar), ensuring high-quality discovery, qualification, objection handling, and close motions.
  • •Establish a local operating cadence including standups, deal reviews, and pipeline hygiene aligned to Harvey’s sales culture.
  • •Act as a player-coach by engaging in strategic deals and modeling best practices in discovery, demo, and negotiation.

Pay and Benefits

Salary: USD 280,000 - 320,000 annually
Equity and Bonus:Equity

Key Requirements

  • •6+ years of tech sales experience with demonstrated new business closing at the mid-market or enterprise level.
  • •2+ years of people management experience coaching and training a sales team.
  • •Ability to operate in an early-stage, high-growth environment and design/improve systems from scratch.
  • •Strong communication skills to clearly articulate technical concepts to varied audiences.
  • •Proven consultative, solutions-oriented, value-based selling experience selling complex software solutions to sophisticated buyers.
Experience:Tech salesMid-marketEnterpriseEarly-stageHigh-growthLegal technologyAI
Skills:CommunicationLeadershipCoachingConsultative sellingForecasting
Tech Stack: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