Sales Manager, Mid-Market

About the role

In this pivotal role, you will be responsible for establishing and enhancing Harvey's mid-market sales operations within Singapore. As a leader, you will have the opportunity to build a new sales team from the ground up, shaping its growth trajectory and operational strategies. This position offers a high degree of independence in a dynamic and expanding market, allowing you to make a significant impact on the company's success.

Key facts

What you'll do

• Lead the recruitment, onboarding, and development of a talented team of Account Executives focused on the Mid-Market segment in Singapore.
• Create and continuously improve a tailored sales strategy and playbook specifically designed for APAC mid-market clients, encompassing territory planning and deal execution.
• Act as a player-coach to Account Executives, providing guidance on deal strategies, qualification processes, negotiation techniques, and closing methods during the initial phase of team development.
• Oversee forecasting, pipeline management, and quarterly planning activities for the APAC Mid-Market segment to ensure alignment with business objectives.
• Work collaboratively with various departments, including Customer Success, Legal Engineering, Solutions Architecture, and Marketing, to lay the groundwork for a successful regional go-to-market strategy.
• Advocate for the needs of APAC mid-market clients within the organization, influencing product development and shaping regional strategies to better serve this segment.
• Analyze market trends and customer feedback to refine sales tactics and improve overall performance.
• Monitor key performance indicators (KPIs) and sales metrics to assess team performance and implement necessary adjustments to achieve targets.
• Foster a culture of continuous learning and improvement within the sales team, encouraging innovative approaches to sales challenges.
• Build and maintain strong relationships with key stakeholders and clients to enhance customer satisfaction and retention.
• Participate in industry events and networking opportunities to promote Harvey's brand and expand its market presence.

Requirements

• A minimum of 5 years of experience in B2B SaaS sales, demonstrating a solid understanding of the industry.
• At least 2 years of experience in a frontline sales management position, showcasing your leadership capabilities.
• Prior experience in legal technology, enterprise software, or within a high-growth startup environment is highly desirable.
• Proven track record of building or significantly scaling a sales team in a new market or segment, highlighting your strategic vision and execution skills.
• Ability to excel in fast-paced and ambiguous environments, making informed decisions even with limited information.
• Strong coaching and performance management skills, enabling you to effectively develop and elevate individual team members.
• In-depth knowledge of the APAC legal or professional services market, including insights into buyer personas and procurement processes.
• Exceptional analytical and business acumen, allowing for strategic planning of territories and effective market segmentation.

Nice to have

• Familiarity with CRM software and sales enablement tools to enhance team productivity.
• Experience in developing sales training programs and materials to support team growth.
• Understanding of digital marketing strategies and their integration with sales efforts.

Skills & tools

• Proficient in using CRM systems, sales analytics tools, and communication platforms to manage sales activities and track performance.
• Strong interpersonal and communication skills, enabling effective collaboration across teams and with clients.
• Excellent problem-solving abilities, with a focus on innovative solutions to sales challenges.

Practical notes

This position operates in a hybrid work environment, offering flexibility in work arrangements. Harvey is committed to fostering an inclusive workplace and is proud to be an equal opportunity employer, welcoming applications from diverse backgrounds. If you are passionate about driving sales success in a growing market and have the qualifications we seek, we encourage you to apply.

About the company

Harvey is an AI company building a platform for professional services, starting with legal. Founded in 2022, Harvey uses large language models to help lawyers with research, drafting, and analysis.