Sales Manager, SMB, EMEA
Job description
About the role
At Harvey, we are on a mission to revolutionize the legal and professional services industry through our innovative AI platform. We are seeking a dynamic Sales Manager to lead our Small and Medium Business (SMB) sales team across the EMEA region. This pivotal role involves driving revenue growth and shaping the sales strategy for our expanding client base within the legal sector. You will play a crucial part in fostering a high-performing sales culture while leveraging your expertise to guide your team toward achieving ambitious targets.
Key facts
What you'll do
- Lead and inspire a team of SMB Account Executives focused on engaging law firms and corporate legal departments throughout the EMEA region.
- Develop and execute a comprehensive territory strategy that aligns with our business objectives, ensuring effective pipeline management and accurate revenue forecasting to achieve quarterly and annual targets.
- Establish a structured sales methodology, such as MEDDPIC, to enhance the quality of discovery, qualification, and deal closure processes.
- Foster a culture of high performance by conducting regular deal reviews, daily standups, and continuous pipeline maintenance to keep the team aligned and motivated.
- Serve as a player-coach by actively participating in key negotiations and showcasing best practices in discovery and product demonstration techniques.
- Collaborate with cross-functional teams to ensure alignment on product offerings and market positioning, enhancing our value proposition to clients.
- Analyze market trends and competitor activities to identify opportunities for growth and inform strategic decision-making.
- Provide ongoing coaching and development for team members, helping them refine their skills and achieve their professional goals.
- Monitor and report on sales metrics, providing insights and recommendations to senior leadership to drive continuous improvement.
- Cultivate strong relationships with clients to understand their needs and ensure customer satisfaction, leading to long-term partnerships.
- Represent Harvey at industry events and conferences, enhancing our visibility and establishing connections within the legal sector.
Requirements
- A minimum of 6 years of experience in technology sales, with a proven track record of closing Mid-Market or Enterprise-level deals.
- At least 2 years of experience in a leadership role, focused on mentoring and developing high-performing sales teams.
- Experience working in early-stage, fast-growing companies, with a strong emphasis on building and refining operational systems.
- Excellent communication skills, with the ability to articulate complex technical concepts to a diverse range of audiences.
- Proven success in consultative, value-based selling of intricate software solutions, particularly within the legal domain.
- A genuine interest in the application of AI in legal work and a commitment to enhancing efficiency for legal professionals.
Nice to have
- Familiarity with legal technology or experience working within the legal sector.
- Previous experience in a startup environment, demonstrating adaptability and resilience.
- Knowledge of additional sales methodologies beyond MEDDPIC.
- Proficiency in CRM tools and sales enablement platforms.
- Multilingual capabilities to engage with a broader client base across EMEA.
Skills & tools
- Proficient in MEDDPIC or similar sales methodologies.
- Expertise in pipeline management and revenue forecasting.
- Strong negotiation skills for strategic deal-making.
- Ability to coach and develop team performance effectively.
Practical notes
Harvey is committed to fostering an inclusive workplace and is proud to be an equal opportunity employer. We welcome applicants from all backgrounds and provide reasonable accommodations for individuals with disabilities. If you require assistance during the application process, please reach out to us at accommodations@harvey.ai. Join us in our mission to transform the legal industry and make a meaningful impact with your career at Harvey!
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.