Sales Manager - SMB

Harvey; San Francisco (CA); On-site; USD 280,000 - 320,000; Full time

Job summary

Harvey is seeking a SMB Sales Manager in San Francisco to lead a team of Account Executives selling Harvey's AI platform to law firms and corporate legal departments. You will own territory planning, pipeline development, and revenue execution, while coaching AEs through discovery, qualification, and close.

You'll operate in a fast‑growing segment, mentor a high‑performing sales team, and drive a disciplined MEDDPIC‑based process to achieve quarterly targets and deliver strong forecasting.

Qualifications

• 6+ years of tech sales experience, including closing new business at Mid Market or Enterprise level.
• 2+ years of people management coaching a sales team.
• Experience in early stage, high-growth environments and building systems from scratch.

Responsibilities

• Build, coach, and performance‑manage a team of SMB Account Executives focused on Harvey's platform for law firms and corporate legal departments.
• Own territory planning, pipeline development, and accurate forecasting to meet revenue targets.
• Drive a disciplined MEDDPIC or similar process with discovery, qualification, objection handling, and close motions.
• Establish a local operating cadence with standups, deal reviews, and pipeline hygiene.
• Serve as player‑coach by engaging in strategic deals and modeling best practices in discovery, demo, and negotiation.

Skills

Tech sales

People management

MEDDPIC

Forecasting

Communication

Complex sales

Value-based selling

Coaching AEs

Job description

Role Overview

The SMB Sales Manager joins Harvey's Commercial Sales organization to lead a team of Account Executives selling Harvey's AI platform to small and mid‑sized law firms and legal teams from the San Francisco office. Reporting to the Vice President of Commercial Sales, this role owns territory planning, pipeline development, and revenue execution across the region. The manager drives a disciplined sales process while coaching AEs through the full cycle — from discovery and qualification through close — and holds the team accountable to rigorous forecasting and performance standards. It is a high‑impact opportunity to shape the sales culture and operating rhythm for a fast‑growing segment at one of the most innovative companies in legal technology.

What You'll Do

• 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 Chicago 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

What You Have

• 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.

Compensation

OTE 50/50 Split $280,000 - $320,000 USD

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].