About this role
WHY HARVEY
At Harvey, we’re transforming how legal and professional services operate. By combining frontier agentic AI, an enterprise-grade platform, and deep domain expertise, we’re reshaping how critical knowledge work gets done for decades to come.
This is a rare chance to help build a generational company at a true inflection point. With 2400+ customers in 70+ countries, strong product-market fit, and world-class investor support, we’re scaling fast and defining a new category in real time. The work is ambitious, the bar is high, and the opportunity for growth — personal, professional, and financial — is unmatched.
Our team moves fast, takes ownership, and is deeply committed to the mission — operating with intensity, staying close to our customers, and pushing each other for excellence. We live by three values: Decisiveness, Simplicity, and Job's Not Finished. We act quickly on clear judgment over perfect information, we believe simplicity is what scales, and we're never satisfied with where we are. If you want to do the best work of your career alongside people who share that drive, we'd love to build with you.
At Harvey, the future of professional services is being written today — and we’re just getting started.
ROLE OVERVIEW
The SMB Sales Manager joins 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. Reporting to the Vice President of Commercial Sales, this role owns territory planning, pipeline development, and revenue execution across the EMEA region. The manager drives a disciplined sales process while coaching AEs through the full cycle — from discovery and qualification through close — and holds the team accountable to rigorous forecasting and performance standards. It is a high-impact opportunity to shape the sales culture and operating rhythm for a fast-growing segment at one of the most innovative companies in legal technology.
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 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
WHAT YOU HAVE
- 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.
- Expe