Sales Manager, Mid Market, EMEA

About the role

Harvey is building an agentic AI platform to modernize legal and professional services. This role involves leading a team of account executives to expand our footprint within mid-sized law firms and in-house legal departments. You will be responsible for setting the strategic direction of the mid-market segment in the EMEA region, ensuring that our sales activities align with the broader business objectives. The position requires a deep commitment to fostering a collaborative environment where consultative selling is the standard practice. You will own the end-to-end sales cycle, guiding prospects from initial discovery through to successful implementation and expansion. Success in this role will be defined by your ability to build strong, trust-based relationships with key stakeholders. You will play a critical role in shaping the go-to-market strategy for a high-growth product in a dynamic sector. This is an opportunity to lead a team in a fast-paced environment where your impact will be immediately visible.

Key facts

What you'll do

• Lead and develop a team of consultative sales professionals to achieve and exceed assigned ARR targets through new business acquisition and strategic expansion initiatives.
• Own the end-to-end management of the sales pipeline, ensuring rigorous forecasting and accurate revenue predictions to support executive decision-making.
• Drive the end-to-end recruitment, selection, and onboarding process to attract and integrate high-caliber sales talent into the team.
• Act as a mentor and coach, providing ongoing guidance and support to account executives to facilitate their continuous professional development and performance growth.
• Analyze and refine internal sales playbooks, methodologies, and enablement materials to increase overall sales velocity and the quality of buyer engagements.
• Partner cross-functionally with product, legal, and customer success teams to build and optimize processes that effectively address evolving client requirements and feedback.
• Serve as the primary point of contact for key strategic accounts, ensuring their needs are understood and met with tailored solutions.
• Utilize data analytics to identify trends, uncover new opportunities, and adjust strategies to maximize market penetration and customer lifetime value.
• Champion the adoption of AI tools and workflows within the sales organization to enhance productivity and improve client outcomes.
• Represent the company at industry events and client meetings to build brand awareness and establish Harvey as a thought leader in the legal technology space.
• Develop and execute targeted account plans for key mid-market segments to ensure focused and efficient resource allocation.
• Collaborate with marketing to create compelling narratives and value propositions that resonate with the specific pain points of legal professionals.
• Monitor competitor activity and market dynamics to inform pricing strategies and positioning adjustments.
• Foster a culture of continuous learning and improvement within the sales team by sharing best practices and feedback.

Requirements

• Possess a minimum of 7 years of cumulative experience in technology sales roles, demonstrating a consistent track record of success.
• Have at least 2 years of proven experience in managing, training, and coaching high-performing sales teams to achieve their goals.
• Bring a background of working within early-stage, fast-growth companies where agility and adaptability are essential.
• Demonstrate the ability to translate complex technical concepts into clear, concise language for diverse audiences with varying levels of technical understanding.
• Show a history of selling complex software solutions to enterprise-level clients using value-based and consultative sales methodologies.
• Exhibit a genuine interest in the application of artificial intelligence within knowledge work domains and the specific context of the legal sector.
• Be willing to actively refine and contribute to sales resources, playbooks, and collateral to support a team-driven culture.
• Have a proven ability to work independently and as part of a collaborative team in a fast-paced, deadline-driven environment.
• Show strong written and verbal communication skills necessary for building relationships with stakeholders in the UK and Europe.
• Be comfortable with frequent travel within the London area and occasional international travel as required for business development.

Nice to have

• Experience selling legal technology or SaaS products to professional services markets.
• Familiarity with legal workflows, terminology, and the challenges faced by in-house legal departments.
• Prior experience working with AI or machine learning platforms in a sales capacity.
• A background in coaching or mentoring roles within a corporate environment.

Practical notes

• This is a hybrid role based in London.
• Harvey is an equal opportunity employer.
• Reasonable accommodations for applicants with disabilities are available by emailing accommodations@harvey.ai.