Account Executive, Smb

DoorDash, Inc.; Sydney; Hybrid; AUD 90,000 - 130,000; Full time

Benefits offered by this job

Founding member of Sydney team

Structured hybrid arrangement

Enterprise-level exposure and career路径

Clear progression toward Enterprise AE

Job summary

Harvey in Sydney, NSW, is seeking an SMB Account Executive to drive growth across Australia and New Zealand for the small and medium law firm segment. As a founding member of the Sydney team, you’ll own a territory, run a high-velocity pipeline, and close annual commitments with law firm buyers.

You’ll use consultative selling, deliver impactful demos, and collaborate with product, legal, and engineering teams to shape the regional go-to-market strategy.

Qualifications

• Experience closing complex B2B SaaS deals with multi-stakeholder buyers.
• Ability to qualify, discover, handle objections, and close in mid-market/enterprise.
• Strong analytical and structured thinking with clear stakeholder updates.

Responsibilities

• Own and grow a territory of SMB accounts across ANZ with full-funnel activity.
• Drive prospecting through to commercial negotiation and onboarding.
• Manage a high-velocity pipeline and 30-day average deal cycle.
• Sell consultatively to Partners at small law firms and tailor solutions.
• Lead product demos and meetings to articulate Harvey's value.
• Qualify, discover, objection handling, and closing using MEDDIC/Challenger.

Skills

Closing experience

Qualification & discovery

Analytical thinking

Clear senior-stakeholder communication

Coachability & humility

Interest in the legal industry

ANZ sales familiarity

Job description

Harvey

Account Executive SMB

Location: Sydney, NSW (hybrid – 3 days in the Sydney office, 2 days working from home).

Work eligibility: Must have valid Australian work rights; Harvey does not currently offer visa sponsorship for this role.

Role Overview

We are seeking an SMB Account Executive to drive commercial growth across Australia and New Zealand, focused on the small and medium law firm segment. SMB at Harvey means law firms with between 5 and 15 lawyers on staff (excluding support staff and paralegals); we estimate roughly a quarter of all lawyers globally work at SMB-sized firms. This is a founding role on a new segment for the region — a chance to leave a mark, help develop our playbook, and provide valuable feedback directly to product leadership.

You will be joining as a founding member of our Sydney team.

What you'll do

• Own and grow a territory of SMB accounts across ANZ, driving full-funnel sales activity from prospecting through to commercial negotiation and onboarding.
• Manage a high-velocity pipeline, selling annual commitments to law firm buyers with an average deal cycle of approximately 30 days.
• Sell consultatively to Partners and Managing Partners at small law firms, understanding their pain points and tailoring solutions to their priorities.
• Lead high-impact product demos and client meetings that clearly articulate Harvey's business value and technical capabilities.
• Run disciplined qualification, discovery, objection handling, and closing, applying methodologies such as MEDDIC or Challenger.
• Collaborate cross-functionally with product, legal, engineering, and go-to-market teams to surface client needs and inform the roadmap.
• Document learnings, iterate on messaging, and help build scalable processes to accelerate regional growth.

What we're looking for

• Closing experience, ideally in complex B2B SaaS sales cycles within the mid-market or enterprise segments.
• Proven success in qualification, discovery, objection handling, and closing, with the ability to build multi-threaded relationships and navigate org charts.
• Strong analytical ability and structured thinking, with clear, credible communication to senior stakeholders.
• Coachability and humility — growth-minded, open to feedback, and comfortable operating in a fast-evolving environment with limited structure.
• Genuine interest in the legal industry and a commitment to enhancing knowledge work through technology.
• Familiarity with sales practices in the ANZ region is a plus.

Additional information

Location: Sydney, NSW (hybrid – 3 days in the Sydney office, 2 days working from home).

Work eligibility: Must have valid Australian work rights; Harvey does not currently offer visa sponsorship for this role.

What we offer

• The chance to be a founding member of our Sydney team and help build a new segment.
• A structured hybrid working arrangement.
• Enterprise-level exposure and a clear path to progress toward an Enterprise AE role.

We are an equal opportunity employer and do 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 basis protected by law. We provide reasonable accommodations to applicants with disabilities.