SMB Account Executive

Founding SMB Account Executive responsible for high-velocity sales of AI solutions to small law firms and in-house legal teams. Own full sales cycle from prospecting to close, build relationships with executives, and collaborate cross-functionally while helping shape SMB sales processes.

About the job

Responsibilities

Own your book of business by prioritizing warm leads and a named account list to maintain a high velocity sales motion.
Manage the new business lifecycle from prospecting to qualifying, validating Harvey’s solution, and contracting.
Achieve and exceed revenue targets and other key sales metrics.
Build strong relationships with key decision-makers and stakeholders, understanding their pain points and aligning Harvey's solutions with their needs.
Conduct high velocity, tailored client evaluations, including product demonstrations and presentations.
Effectively work cross-functionally across the organization to shape Harvey’s solutions to meet SMB customer needs.
Collaborate closely with the engineering and product teams to stay updated on the latest AI advancements and tailor solutions to meet client goals.
Proactively develop tactics, collateral, and messaging to improve the SMB team’s performance, documenting learnings that can be applied across accounts.

Requirements

Proven track record of selling complex software solutions, with the ability to successfully execute on a consultative, solutions-oriented, value-based selling methodology at high velocity.
Capable of independently leading a sales cycle from start to finish.
Ability to independently manage a pipeline, accurately forecast key sales performance metrics, and consistently maintain CRM hygiene.
Ability to lead a multi-threaded sale with executive stakeholders – especially the ability to convey technical concepts to non-technical audiences.
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.
Team player who can collaborate effectively across internal functions (product, legal, etc.) to achieve common goals.
Energized by contributing to the development of our team, sales processes, and culture, refining the value proposition of our solutions and creating sales resources to drive our success.