Sales Manager

Responsibilities

• 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.

Requirements

• 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.
• 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.
• 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 $264,000 - $396,000 USD