Account Executive, Mid-Market - ANZ
Owns the full sales cycle for Harvey’s AI platform across mid-market law firms and professional services organizations in Australia and New Zealand. The role requires complex software sales experience, consultative selling, pipeline management, and the ability to engage executive and technical stakeholders.
About the job
Responsibilities
- Own a named account list of mid-market prospects and clients across ANZ, prioritizing inbound leads and proactively prospecting high-potential accounts.
- Manage the full customer lifecycle from prospecting through contracting, onboarding, expansion, and renewals.
- Achieve and exceed revenue targets and other key sales performance metrics.
- Build relationships with key decision-makers and stakeholders, understand their pain points, and align Harvey’s solutions with their needs.
- Conduct tailored client evaluations, including product demonstrations and presentations, showcasing Harvey’s AI platform.
- Collaborate with product, engineering, legal engineering, and customer success teams to address ANZ market requirements and develop go-to-market playbooks.
Requirements
- Proven track record selling complex software solutions using consultative, solutions-oriented, value-based selling.
- Ability to prospect independently and lead a sales cycle from start to finish.
- Ability to manage a pipeline, forecast sales performance metrics, and maintain CRM hygiene.
- Ability to lead complex, multi-threaded sales involving senior partners, executives, and product users.
- Ability to convey technical concepts to non-technical audiences.
- Passion for Harvey’s mission and a strong understanding of AI and its applications in legal and professional services.
- Effective cross-functional collaboration skills and enthusiasm for developing sales processes, culture, and go-to-market playbooks.
- Interest in the legal profession; experience working in or adjacent to the legal industry is a plus but not required.
- Must have valid Australian work rights; visa sponsorship is not currently offered.
Compensation and Benefits
- Hybrid working arrangement: 3 days in the Sydney office and 2 days working from home.
- Fully covered private hospital insurance, plus extras for dental, optical, physiotherapy, mental health, and more.
- Fertility treatment, adoption, and surrogacy support through Carrot.
- Retirement and security coverage.
- Paid annual leave, sick leave, and fully paid parental leave for all parents.
- Daily in-office lunch, Wellhub wellness memberships, and monthly commuting support.
- Annual support for courses, certifications, conferences, and books.
- Monthly home-office, internet, and phone expense support.
- Four-week paid sabbatical after four years.
Skills
Artificial Intelligence, CRM, Pipeline Management, Sales Forecasting, Software Sales, Consultative Selling, Value-Based Selling, Product Demos, Enterprise Software, Legal Technology
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