Sales Manager, SMB

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 Chicago office. Reporting to the Vice President of Commercial Sales, this role owns territory planning, pipeline development, and revenue execution across the region, drives a disciplined sales process, and coaches AEs through the full cycle—from discovery and qualification through close—while holding the team accountable to rigorous forecasting and performance standards.

• Build, coach, and 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 a 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.

• 6+ years of tech sales experience—ideally closing new business at the Mid Market or Enterprise level—and 2+ years of people‑management experience training and coaching a high‑performing sales team.
• Experience operating in an early‑stage, high‑growth environment with a 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 and successfully executing on a consultative, solutions‑oriented, value‑based selling methodology.
• Demonstrated passion for Harvey’s mission, a strong understanding of AI and its potential applications in knowledge work, and an interest in the legal profession and helping lawyers do their jobs better and more efficiently.
• Energized by mentoring account executives and contributing to the development of sales processes, a team‑driven sales culture, and refining the value proposition and sales resources of our solutions.
• Track record of coaching AEs through complex sales cycles—including deal strategy, objection handling, and negotiation—with a growth‑oriented and coachable mindset.

$264,000 – $396,000 USD

Harvey is an equal opportunity employer and does not discriminate on the basis of race, gender, sexual orientation, gender identity or expression, national origin, disability, age, genetic information, veteran status, marital status, pregnancy 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 accommodations.