SMB Account Executive

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.