Sales Manager, SMB, EMEA
Remote • London • FullTime
Posted 15d ago
Job Location
London
Remote Work Policy
Fully remote
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. This is a rare chance to help build a generational company at a true inflection point, with strong product-market fit and world-class investor support. The team moves fast, takes ownership, and is deeply committed to the mission, operating with intensity and pushing for excellence. The SMB Sales Manager will join 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 across the EMEA region. This role owns territory planning, pipeline development, and revenue execution, driving a disciplined sales process and coaching AEs through the full cycle.
Responsibilities
- Build, coach, and performance-manage a team of SMB Account Executives 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.
Requirements
- 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.
- 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.
- 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 sales processes and team-driven sales culture, refining the value proposition of solutions, and creating sales resources.
- Track record of coaching AEs through complex sales cycles, including deal strategy, objection handling, and negotiation, with a growth-oriented and coachable mindset.