Mid Market Sales Manager

As a Mid Market Sales Manager at Harvey, you will lead and coach high-performing Account Executives in driving the growth and success of our AI solutions within mid sized and boutique law firms and in house legal teams. You’ll be responsible for the team’s delivery on ambitious sales targets and rolling up your sleeves to work directly with prospective Harvey customers. You’ll help refine the operational foundations of our rapidly growing Mid Market organization by developing playbooks, best practices, and a best-in-class sales toolkit. We are looking for a self-starter who can navigate ambiguity, operate in a fast-paced environment, and solve complex problems with limited oversight. Ideal candidates will have superb core sales skills, experience scaling high-velocity teams and mentoring colleagues, outstanding communication skills, and an affinity for understanding customer needs.

Responsibilities

Lead a team of consultative, solution-based, Mid Market software sales professionals to achieve ARR targets through both net new logo and expansion deals; Own managing and reporting on your book of business, including accurate revenue forecasting and pipeline maintenance; Proactively assist with recruiting and hiring new team members; Coach and develop Mid Market account executives to promote career growth; Refine our sales playbook to enable all sellers to better deliver consultative sales engagements at high velocity; Work cross-functionally across the organization to build effective sales processes and solutions that meet the needs of Harvey’s clients.

Requirements

7+ years of tech sales experience; 2+ years of people management experience training and coaching a high-performance sales team; Experience operating in an early stage, high-growth environment; 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 enterprise clients, 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.

Nice to have

superb core sales skills; experience scaling high-velocity teams and mentoring colleagues; outstanding communication skills; an affinity for understanding customer needs