Head of SMB Sales, EMEA

Harvey; Greater London; Hybrid; GBP 150,000 - 210,000; Full time

Job summary

Harvey in London is seeking a second-line sales leader to run frontline managers across EMEA SMB, turning strong traction into a repeatable, high‑performing go‑to‑market engine for legal and professional services. You will operate across altitudes, setting strategy, building structure, and staying close to the field on critical deals.

You will shape Harvey's presence in the EMEA market, refine the sales playbook, and ensure we deliver real value to customers adopting AI in high‑stakes

Qualifications

• 10+ years of B2B tech sales experience with leadership of sales teams.
• Proven ability to scale multi‑team sales organizations in high-growth environments.
• Strong consultative selling approach to enterprise and SMB clients.
• Excellent communication and executive stakeholder management.

Responsibilities

• Lead, coach and develop a team of SMB Sales Managers across EMEA, driving accountability for net new logo and expansion ARR targets.
• Implement and maintain a rigorous sales operating cadence, including seller onboarding, enablement, coaching, pipeline generation, and deal execution
• Drive the regional sales strategy, including territory design, coverage models, and go‑to‑market execution.
• Own EMEA SMB forecasting and pipeline health, providing accurate reporting to senior leadership.
• Hire, coach, and retain top managerial talent; build a strong leadership bench across the region.
• Partner with global SMB leadership to localize and refine the sales playbook for EMEA markets.
• Develop executive relationships with Harvey’s highest value Mid Market customers across the region
• Work cross‑functionally with marketing, solutions engineering, legal, and customer success to ensure a cohesive customer experience across the region.
• Represent EMEA SMB in global planning cycles, headcount discussions, and strategic initiatives.

Skills

Leadership

Strategic sales

Executive presence

Mentoring managers

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

This is a second-line leadership role where you will lead frontline managers, build a world‑class team, and own the regional SMB number. You will be responsible for turning strong early traction into a repeatable, high‑performing go‑to‑market engine across legal and professional services. We are still early. That means you will operate across altitudes, setting strategy, building structure, and staying close to the field on critical deals. You will help define how Harvey shows up in the EMEA market, shape our sales motion, and ensure we are delivering real value to customers adopting AI in high‑stakes competitive environments. We are looking for someone who has led multi‑team segments, developed high‑potential sales managers, scaled teams in ambiguity, and knows what great looks like in complex SaaS sales.

What You’ll Do

• Lead, coach and develop a team of SMB Sales Managers across EMEA, driving accountability for net new logo and expansion ARR targets.
• Implement and maintain a rigorous sales operating cadence, including seller onboarding, enablement, coaching, pipeline generation, and deal execution
• Drive the regional sales strategy, including territory design, coverage models, and go‑to‑market execution.
• Own EMEA SMB forecasting and pipeline health, providing accurate reporting to senior leadership.
• Hire, coach, and retain top managerial talent; build a strong leadership bench across the region.
• Partner with global SMB leadership to localize and refine the sales playbook for EMEA markets.
• Develop executive relationships with Harvey’s highest value Mid Market customers across the region
• Work cross‑functionally with marketing, solutions engineering, legal, and customer success to ensure a cohesive customer experience across the region.
• Represent EMEA SMB in global planning cycles, headcount discussions, and strategic initiatives.

What You Have

• 10+ years of B2B tech sales experience, including 4+ years managing and developing sales managers or senior individual contributors.
• Demonstrated success leading a regional or multi‑market sales organization in a high‑growth, early‑stage environment.
• Strong track record of selling complex software to enterprise or SMB clients using a consultative, value‑based methodology.
• Experience operating across EMEA markets, with an understanding of regional dynamics, buyer behaviors, and legal industry nuances.
• Exceptional communication and executive presence — able to influence both frontline teams and senior stakeholders.
• Genuine passion for Harvey's mission and a strong interest in how AI is transforming knowledge work and the legal profession.

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]