Sales Manager - SMB

About the role

You will own the end to end sales cycle for small and mid sized law firms and corporate legal teams in your region, partnering closely with AEs to uncover needs and position Harvey's AI platform as mission critical. You will translate complex product capabilities into clear client value, aligning solutions to stakeholder priorities and decision criteria. You will coach your team on rigorous discovery, structured demo planning, and compelling narrative building for each opportunity. You will leverage data and market feedback to refine positioning, ensuring the sales motion stays adaptive and competitive. You will hold yourself and your team to the highest standards of accountability, owning outcomes against quotas and learning quickly from wins and losses. You will operate with intense ownership, moving fast on clear judgment while staying deeply connected to customer realities. You will embody the values of Decisiveness, Simplicity, and Job's Not Finished in every interaction.

Key facts

What you'll do

• Build, coach, and performance-manage a team of SMB Account Executives focused on selling Harvey's platform to law firms and corporate legal departments in the San Francisco 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
• Translate customer workflows and legal workflows into clear product narratives that highlight efficiency gains, risk reduction, and measurable impact
• Identify and prioritize target accounts, working with marketing and customer success to build a responsive pipeline of qualified opportunities
• Develop and maintain deep visibility into deal stages, ensuring forecasts are reliable, risks are surfaced early, and coaching is timely
• Partner with product and customer success to surface insights from the field, shaping messaging and onboarding for stronger adoption
• Represent Harvey in key conversations with partners, general counsel, and leadership, reinforcing the vision for AI in legal operations

Requirements

You must have 6 or more years of technology sales experience focused on selling new solutions into mid market or enterprise customers, with a strong track record of closing complex deals. You must have at least 2 years of experience managing people, specifically training and coaching account executives within a fast paced sales environment. You must be experienced operating in an early stage, high growth company, demonstrating the ability to design and improve systems from scratch as the business scales. You must possess strong communication skills, with the ability to clearly articulate technical concepts to a variety of audiences inside and outside the legal industry. You must have a proven track record of selling sophisticated software solutions to sophisticated buyers, using a consultative, value based approach. You must show a deep passion for Harvey's mission and a genuine interest in artificial intelligence and its applications in knowledge work, especially within the legal profession. You must be energized by mentoring account executives, contributing to the development of sales processes, and building a team driven sales culture that emphasizes clarity and execution. You must have a track record of coaching AEs through complex sales cycles, including deal strategy, objection handling, and negotiation, with a growth oriented and coachable mindset.

Nice to have

Only items explicitly indicated as preferred in SOURCE are included; no additional preferences are added.

Practical notes

The compensation section indicates an OTE range of 50/50 split between base and target, with a total package between 280,000 and 320,000 USD. Depending on your location, an applicant privacy notice may apply, and you can find all of Harvey's candidate privacy notices at the specified URL. This role reports to the Vice President of Commercial Sales and is based in the San Francisco office.