SMB Account Executive

Harvey
Sydney
Workplace: HybridFull timeFunction: SalesSkills: ["Consultative selling","Analytical thinking","Structured thinking","Communication","Coachability"]

Drive full-funnel SMB sales across Australia and New Zealand for small law firms, owning a territory and managing a high-velocity pipeline from prospecting through commercial negotiation and onboarding. Conduct consultative selling with law firm partners, lead product demos, and run disciplined qualification and closing using frameworks like MEDDIC or Challenger. Partner with cross-functional teams to surface client needs, refine messaging, and help build scalable processes for regional growth.

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Harvey
Harvey
2 days ago

SMB Account Executive

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Source: Company careers pageValidated by: Fursa AI
Last checked: 2 hours agoStatus: Live

Job Summary

Drive full-funnel SMB sales across Australia and New Zealand for small law firms, owning a territory and managing a high-velocity pipeline from prospecting through commercial negotiation and onboarding. Conduct consultative selling with law firm partners, lead product demos, and run disciplined qualification and closing using frameworks like MEDDIC or Challenger. Partner with cross-functional teams to surface client needs, refine messaging, and help build scalable processes for regional growth.
Location: Sydney
Workplace: Hybrid
Employment Type: Full time
Job Function: Sales
Seniority: Entry level

Key Responsibilities

  • •Own and grow a territory of SMB accounts across ANZ, driving full-funnel sales from prospecting through commercial negotiation and onboarding.
  • •Manage a high-velocity pipeline selling annual commitments with an average deal cycle of approximately 30 days.
  • •Sell consultatively to Partners and Managing Partners by understanding pain points and tailoring solutions to their priorities.
  • •Lead high-impact product demos and client meetings to articulate Harvey’s business value and technical capabilities.
  • •Run disciplined qualification, discovery, objection handling, and closing using methodologies such as MEDDIC or Challenger, and collaborate with cross-functional teams to inform the roadmap.

Key Requirements

  • •Approximately 1–2 years of closing experience, ideally in complex B2B SaaS sales cycles in mid-market or enterprise segments.
  • •Proven success in qualification, discovery, objection handling, and closing, with the ability to build multi-threaded relationships.
  • •Strong analytical and structured thinking with clear, credible communication to senior stakeholders.
  • •Coachability and humility—growth-minded, open to feedback, and comfortable operating in a fast-evolving environment with limited structure.
  • •Genuine interest in the legal industry and commitment to enhancing knowledge work through technology.
Experience:B2B SaaSMid-marketEnterpriseLegal industryANZ region
Skills:Consultative sellingAnalytical thinkingStructured thinkingCommunicationCoachability

Eligibility

Work Authorization:Authorization required. Sponsorship not provided.

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