NAMER Mid-Market Sales Leader

Harvey, Inc.; Chicago (IL); On-site; USD 420,000 - 450,000; Full time

Job summary

Harvey is seeking a seasoned sales leader to run NAMER Mid-Market, guiding frontline managers, building a world-class team, and owning the regional go-to-market engine for North America.

You will define strategy, scale the motion, and drive net-new logo and expansion ARR targets across the US and Canada, partnering with global teams to localize the playbook for NAMER buyers in high-stakes, AI-driven professional services deals.

Qualifications

• 10+ years of B2B tech sales experience, including 4+ years hiring, 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 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 rigors: 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.

Job description

Harvey is seeking a seasoned sales leader to run NAMER Mid-Market, guiding frontline managers, building a world-class team, and owning the regional go-to-market engine for North America.

You will define strategy, scale the motion, and drive net-new logo and expansion ARR targets across the US and Canada, partnering with global teams to localize the playbook for NAMER buyers in high-stakes, AI-driven professional services deals.