Sales Manager - SMB
$280k - $320k • New York • FullTime
Posted 20d ago
Job Location
New York
Remote Work Policy
On-site
Employment Type
FullTime
Categories
Applied AI Engineer
About the job
Harvey is transforming how legal and professional services operate by combining frontier agentic AI, an enterprise-grade platform, and deep domain expertise. We are a fast-scaling company with strong product-market fit, seeking individuals who are ambitious, driven, and want to do the best work of their careers. Our team operates with intensity, ownership, and a commitment to continuous improvement, guided by values of Decisiveness, Simplicity, and Job's Not Finished.
The SMB Sales Manager will join our Commercial Sales organization 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 VP of Commercial Sales, this role is responsible for territory planning, pipeline development, and revenue execution. You will drive a disciplined sales process, coach AEs through the full sales cycle, and ensure accountability for forecasting and performance standards. This is a high-impact opportunity to shape the sales culture for a rapidly growing segment at a leading legal technology company.
Responsibilities
- Build, coach, and 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 meet revenue targets.
- Drive a disciplined sales process (e.g., MEDDPIC) ensuring high-quality execution of discovery, qualification, objection handling, and closing.
- Establish a local operating cadence including team standups, deal reviews, and pipeline hygiene.
- Act as a player-coach by engaging in strategic deals and modeling best practices in discovery, demo, and negotiation.
Requirements
- 6+ years of tech sales experience, including closing new business at the Mid Market or Enterprise level.
- 2+ years of people management experience, training and coaching a sales team.
- Experience in an early-stage, high-growth environment with the ability to design and improve systems.
- Strong communication skills to articulate technical concepts to diverse audiences.
- Proven track record of selling complex software solutions to sophisticated buyers using a consultative, solutions-oriented, value-based methodology.
- Demonstrated passion for Harvey's mission, understanding of AI applications in knowledge work, and interest in the legal profession.
- Energized by mentoring account executives, developing sales processes, refining value propositions, and creating sales resources.
- Track record of coaching AEs through complex sales cycles, including deal strategy, objection handling, and negotiation, with a growth-oriented mindset.