SMB Account Executive

Harvey; Sydney; Hybrid; AUD 90,000 - 130,000; Full time

Benefits offered by this job

Founding team

Hybrid work

Career progression

Job summary

Harvey in Sydney is seeking an SMB Account Executive to drive commercial growth across Australia and New Zealand, focusing on small and medium law firms. You will own a high-velocity pipeline, run product demos, and negotiate annual commitments with an approximately 30-day cycle.

Join as a founding member of the Sydney team, work in a hybrid setup, and help shape our go-to-market strategy while building scalable processes and partnering with product, legal, engineering, and GTM teams.

Qualifications

• Closing experience in B2B SaaS sales, ideally mid-market or enterprise.
• Proven ability to qualify, discover, handle objections and close deals.
• Strong stakeholder communication with senior partners and leaders.

Responsibilities

• Own and grow a territory of SMB accounts across ANZ.
• Manage a high-velocity pipeline and negotiate annual commitments.
• Lead product demos and articulate Harvey's value proposition.
• Collaborate with product, legal, engineering, and GTM teams to surface client needs.
• Document learnings and help build scalable growth processes.

Skills

Closing experience

B2B SaaS sales

Stakeholder management

ANZ market knowledge

MEDDIC/Challenger

Job description

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.

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. We have 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

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.

Depending on your location, an Applicant Privacy Notice may apply to you. You can find all of our Applicant Privacy Notices here.

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 related condition, or any other basis protected by law.

We are committed to providing reasonable accommodations to applicants with disabilities, and requests can be made by emailing [e-mail]