NAMER Mid‑Market Sales Leader

Harvey; San Francisco (CA); On-site; USD 210,000 - 425,000; Full time

Job summary

Harvey is seeking a senior sales leader to head the NAMER Mid‑Market region, building and guiding a team of Sales Managers and AEs across North America. You will shape the regional motion, drive net-new logos and expansion ARR, and partner with global leadership to maintain a consistent playbook while tailoring strategies for NAMER buyers in the legal and professional services market.

You will own forecasting, territory design, and go‑to‑market execution, while mentoring managers to build a

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 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 sales

Sales leadership

Enterprise software

Forecasting

MEDDIC/MEDDPICC

Territory design

Deal desk

Executive presence

AI knowledge work

Client relationships

Tools

Salesforce

HubSpot

Job description

Harvey is seeking a senior sales leader to head the NAMER Mid‑Market region, building and guiding a team of Sales Managers and AEs across North America. You will shape the regional motion, drive net-new logos and expansion ARR, and partner with global leadership to maintain a consistent playbook while tailoring strategies for NAMER buyers in the legal and professional services market.

You will own forecasting, territory design, and go‑to‑market execution, while mentoring managers to build a