Manager, Sales Development

Harvey; San Francisco (CA); Hybrid; USD 195,000 - 260,000; Full time

Job summary

Harvey is seeking a driven Sales Development Manager to build and scale a high‑performing SDR team across San Francisco and New York. You will own hiring, onboarding, coaching, and performance management, partnering with Sales, Marketing, and RevOps to create a scalable pipeline engine.

You will shape GTM strategy for the North American legal and professional services market, refining targeting and outbound programs to resonate with the ICP.

Qualifications

• 4+ years in SaaS sales or business development with 1–2 years of SDR/BDR leadership experience.
• Proven success building and managing pipeline-generating teams in high-growth, outbound-focused environments.
• Deep understanding of modern sales tools (Salesforce, Salesloft, LinkedIn Sales Navigator, Gong).
• Data-driven mindset with ability to analyze team performance, uncover insights, and iterate quickly.
• Experience building SDR processes from scratch, comfortable with ambiguity.

Responsibilities

• Own pipeline performance and align with sales targets.
• Hire, onboard, and develop SDR team for the New York market.
• Deliver hands-on coaching through 1:1s, call reviews, and deal strategy sessions.
• Design onboarding and enablement programs to ramp SDRs quickly.
• Partner with Sales, Marketing, and RevOps to improve lead routing and pipeline conversion.
• Refine targeting and messaging based on ICP fit and performance insights.
• Leverage Salesforce, Salesloft, LinkedIn Sales Navigator, Gong, and ZoomInfo to track performance.
• Foster a high-performance culture grounded in ownership, learning, and collaboration.

Skills

SaaS sales

BDR/SDR leadership

Coaching & leadership

Data-driven mindset

Customer-facing communication

Tools

Salesforce

Salesloft

LinkedIn Sales Navigator

Gong

ZoomInfo

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

Harvey is looking for a driven, strategic, and entrepreneurial Sales Development Manager to lead and scale a team of SDRs in San Francisco and New York. This person will be responsible for building a high‑performing team that generates pipeline across leading law firms, professional services organizations, and in‑house legal teams.

You will own hiring, onboarding, coaching, and performance management while partnering closely with Sales, Marketing, and RevOps to build a scalable pipeline generation engine. You'll also help shape Harvey's go‑to‑market strategy by refining targeting, messaging, and outbound programs that resonate with the North American legal market.

If you're excited by the idea of building teams, developing talent, and driving impact at a fast‑growing AI company transforming legal work, we'd love to meet you.

What You’ll Do

• Own pipeline performance: Drive the SDR team's contribution to pipeline generation across inbound and outbound channels, ensuring strong alignment with sales targets.
• Build and scale the team: Hire, onboard, and develop a high‑performing SDR team, helping establish the structure, operating cadence, and performance standards for the New York market.
• Coach and develop SDRs: Deliver hands‑on coaching through regular 1:1s, call reviews, and deal strategy sessions to accelerate rep development and performance.
• Design onboarding and enablement: Partner with GTM enablement to create onboarding and ongoing training programs that ramp SDRs quickly and build strong product, industry, and prospecting expertise.
• Partner cross‑functionally: Collaborate closely with Sales, Marketing, and RevOps to improve lead routing, campaign effectiveness, and pipeline conversion.
• Refine targeting and messaging: Continuously test and improve outbound strategies, messaging, and account targeting based on ICP fit and performance insights.
• Leverage data and tools: Use platforms such as Salesforce, Salesloft, LinkedIn Sales Navigator, Gong, and ZoomInfo to track team performance and optimize workflows.
• Build a strong team culture: Foster a high-performance culture grounded in ownership, learning, and collaboration.

What You Have

• 4+ years of experience in SaaS sales or business development, with at least 1–2 years of direct SDR or BDR leadership experience.
• Proven success in building and managing pipeline‑generating teams in a high‑growth, outbound‑focused environment.
• Deep understanding of modern sales development tools (e.g., Salesforce, Salesloft, LinkedIn Sales Navigator, Gong).
• A data‑driven mindset with the ability to analyze team performance, uncover insights, and iterate quickly.
• Experience building SDR processes from scratch—comfortable in ambiguity and excited to be the architect of something new.
• A coaching‑first leadership style: you invest in people, celebrate wins, and hold high standards with care.
• Excellent communication skills and executive presence—both internally and externally.
• Passion for AI, innovation, and the transformation of knowledge work—especially in professional services and legal.
• Ability to influence tech stack decisions—develop recommendations and drive implementation.
• Prior experience selling into legal or professional services firms is a plus but not required.

Compensation

$195,400 - $260,000 USD OTE 80/20

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]