Manager, Sales Development

Role Overview

Harvey is looking for a driven, strategic, and entrepreneurial Sales Development Manager to lead and scale a team of SDRs in Chicago and New York. This person will build a high-performing team that generates pipeline across leading law firms, professional services organizations, and in‑house legal teams. Responsibilities include hiring, onboarding, coaching, and performance management. Partner closely with Sales, Marketing, and Rev Ops to build a scalable pipeline generation engine and shape go‑to‑market strategy for the North American legal market.

• Own pipeline performance: drive the SDR team’s contribution to pipeline generation across inbound and outbound channels, ensuring strong alignment with sales targets.
• Build and scale the team: hire, onboard, and develop a high‑performing SDR team, helping establish structure, operating cadence, and performance standards for the New York market.
• Coach and develop SDRs: deliver hands‑on coaching through regular 1:1s, call reviews, and deal strategy sessions to accelerate rep development and performance.
• Design onboarding and enablement: partner with GTM enablement to create onboarding and ongoing training programs that ramp SDRs quickly and build strong product, industry, and prospecting expertise.
• Partner cross‑functionally: collaborate closely with Sales, Marketing, and Rev Ops to improve lead routing, campaign effectiveness, and pipeline conversion.
• Refine targeting and messaging: continuously test and improve outbound strategies, messaging, and account targeting based on ICP fit and performance insights.
• Leverage data and tools: use platforms such as Salesforce, Salesloft, Linked In Sales Navigator, Gong, and Zoom Info to track team performance and optimize workflows.
• Build a strong team culture: foster a high‑performance culture grounded in ownership, learning, and collaboration.

• 4+ years of experience in SaaS sales or business development, with at least 1–2 years of direct SDR or BDR leadership experience.
• Proven success in building and managing pipeline‑generating teams in a high‑growth, outbound‑focused environment.
• Deep understanding of modern sales development tools (e.g., Salesforce, Salesloft, Linked In Sales Navigator, Gong).
• A data‑driven mindset with the ability to analyze team performance, uncover insights, and iterate quickly.
• Experience building SDR processes from scratch—comfortable in ambiguity and excited to be the architect of something new.
• A coaching‑first leadership style: you invest in people, celebrate wins, and hold high standards with care.
• Excellent communication skills and executive presence—both internally and externally.
• Passion for AI, innovation, and the transformation of knowledge work—especially in professional services and legal.
• Ability to influence tech stack decisions—develop recommendations and drive implementation.
• Prior experience selling into legal or professional services firms is a plus but not required.

$195,400 - $260,000 USD OTE 80/20

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 accommodations.