Sales Manager, SMB

Jobtailor; Dublin; On-site; EUR 90,000 - 150,000; Full time

Job summary

Harvey's is seeking a senior sales leader to build and guide a high-performance SMB Account Executive team across the EMEA region. You will own territory planning, pipeline development, and forecasting to meet quarterly and annual revenue targets while driving a disciplined MEDDPIC-based sales process.

You will be a hands-on leader, mentoring AEs, refining the value proposition, and modeling best practices in discovery, demonstrations, and negotiations to accelerate complex software deals for

Qualifications

• 6+ years of tech sales experience, closing mid-market or enterprise deals.
• 2+ years of people management leading a high-performing sales team.
• Experience in early-stage, high-growth settings and building systems from scratch.
• Strong communication; ability to articulate complex tech concepts.
• Proven track record selling complex software to sophisticated buyers using consultative, value-based selling.
• Passion for Harvey’s mission and interest in AI applications for knowledge work and legal profession.

Responsibilities

• Build, coach, and performance-manage a team of SMB Account Executives.
• Own territory planning, pipeline development, and forecasting to hit revenue targets.
• Drive MEDDPIC-driven processes ensuring high-quality discovery, qualification, and closing motions.
• Establish local operating cadence: standups, deal reviews, pipeline hygiene aligned to Harvey’s culture.
• Serve as player-coach by engaging in strategic deals and modeling best practices in discovery, demos, and negotiation.

Skills

Tech sales leadership

People management

Enterprise sales

Consultative selling

AI in knowledge work

Coaching & mentoring

MedDPiC/process discipline

Tools

MEDDPIC methodology

Job description

• 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

Requirements

• 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.
• Experience operating in an early stage, high-growth environment. Demonstrated ability to design and improve systems from scratch
• Strong communication skills with the ability to clearly articulate technical concepts to a variety of audiences.
• Proven track record of selling complex software solutions to sophisticated buyers, with the ability to successfully execute on a consultative, solutions-oriented, value-based selling methodology.
• Demonstrated passion for Harvey’s mission and strong understanding of AI and its potential applications in knowledge work and interest in the legal profession and helping lawyers do their jobs better and more efficiently.
• Energized by mentoring account executives, contributing to the development of our sales processes and team-driven sales culture, refining the value proposition of our solutions and creating sales resources to drive our success.
• Track record of coaching AEs through complex sales cycles, including deal strategy, objection handling, and negotiation, with a growth-oriented and coachable mindset

Core Competencies

Demonstrates expertise in building and managing high-performing sales teams, with a strong focus on consultative selling methodologies and territory planning. Proven ability to drive revenue growth in a high-growth environment while effectively communicating complex software solutions to diverse audiences.