NAMER Mid-Market Sales Leader

Harvey; Chicago (IL); On-site; USD 383,000 - 468,000; Full time

Job summary

Harvey is seeking a seasoned sales leader to drive the NAMER Mid-Market segment, overseeing frontline managers and a regional team to scale a repeatable go-to-market engine for law firms and professional services.

You will shape strategy, design territory coverage, and partner with marketing, solutions engineering, and customer success to deliver value as AI transforms knowledge work in high-stakes environments. This is a high-impact role.

Qualifications

• 10+ years of B2B tech sales experience, including 4+ years hiring, managing and developing sales managers or senior ICs.
• 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 mid-market clients using a consultative, value based methodology.
• Experience building or scaling a sales playbook: segmentation, qualification frameworks (MEDDIC/MEDDPICC or equivalent), territory design, and deal-desk processes, in a fast growing SaaS environment.
• Fluency with pipeline and forecasting rigor: accurate stage by stage forecasting, pipeline coverage ratios, and the discipline to hold managers accountable to them.
• Exceptional communication and executive presence, able to influence both frontline teams and senior stakeholders internally and within our key customers
• Genuine passion for Harvey's mission and a strong interest in how AI is transforming knowledge work and the legal profession.

Responsibilities

• Hire, lead, coach and develop a team of Mid Market Sales Managers across North America driving accountability for net new logo and expansion ARR targets.
• Own and evolve the NAMER Mid-Market playbook end to end- ICP and segmentation criteria, qualification methodology (e.g., MEDDIC/MEDDPICC), deal stage definitions, discounting and deal desk guardrails, and forecasting cadence, so the motion is repeatable across every manager and AE in the region.
• 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 across the U.S. and Canada.
• Own NAMER mid market 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 mid market leadership (EMEA and APAC) to keep the playbook, methodology, and comp/accelerator structure consistent globally while localizing it for NAMER buyer behavior and legal market dynamics.
• 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 NAMER mid market in global planning cycles, headcount discussions, and strategic initiatives.

Skills

B2B tech sales

People leadership

Sales leadership

Enterprise software sales

Sales playbook

Forecasting

Executive presence

Motivation

Job description

Harvey is seeking a seasoned sales leader to drive the NAMER Mid-Market segment, overseeing frontline managers and a regional team to scale a repeatable go-to-market engine for law firms and professional services.

You will shape strategy, design territory coverage, and partner with marketing, solutions engineering, and customer success to deliver value as AI transforms knowledge work in high-stakes environments. This is a high-impact role.