Sales Manager, SMB, EMEA

Role Overview

The SMB Sales Manager joins Harvey's Commercial Sales organization to lead a team of Account Executives selling Harvey's AI platform to small and mid‑sized law firms and legal teams across the EMEA region. Reporting to the Vice President of Commercial Sales, the manager owns territory planning, pipeline development, and revenue execution, driving a disciplined sales process and coaching AEs through the full cycle while maintaining rigorous forecasting and performance standards.

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 a similar methodology, ensuring AEs execute high‑quality discovery, qualification, objection handling, and close motions
• Establish a local operating cadence – team stand‑ups, 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 – and 2+ years of people‑management experience training and coaching a high‑performing sales team
• Experience operating in an early‑stage, high‑growth environment with a record of designing and improving systems from scratch
• Strong communication skills, able to clearly articulate technical concepts to a variety of audiences
• Proven track record of selling complex software solutions to sophisticated buyers, consistently executing a consultative, solutions‑oriented, value‑based selling methodology
• Demonstrated passion for Harvey’s mission with a deep understanding of AI and its potential applications in knowledge work, and an interest in the legal profession and its impact on lawyers’ efficiency
• Energized by mentoring account executives, contributing to the development of our sales processes and team‑driven sales culture, and refining the value proposition of our solutions to create sales resources that support success
• Track record of coaching AEs through complex sales cycles – deal strategy, objection handling, and negotiation – with a growth‑oriented and coachable mindset

Harvey is an equal opportunity employer and does not discriminate on the basis of race, gender, sexual orientation, gender identity/expression, national origin, disability, age, genetic information, veteran status, marital status, pregnancy or other protected characteristic. We are committed to providing reasonable accommodations to applicants with disabilities. Requests can be made by emailing accommodations@harvey.ai.