Sales Manager, SMB
264k – 396kChicago, ILAccount ManagementHybrid6+ YOE
Summary
Lead and coach a team of SMB Account Executives selling AI platform to law firms in Chicago. Own territory planning, pipeline, and revenue targets while driving disciplined sales processes.
About the role
What You'll Do
- 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
What You Have
- 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, 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
- Track record of coaching AEs through complex sales cycles, including deal strategy, objection handling, and negotiation, with a growth-oriented and coachable mindset
Compensation
$264,000 - $396,000 USD
Skills
MEDDPICSales ForecastingTerritory PlanningPipeline ManagementDeal StrategyObjection HandlingNegotiationCoachingConsultative SellingValue-Based Selling
Similar roles at this salary range
All Account Management jobs →Manager, Account Executives - Sales
Lead and coach a team of Account Executives to drive revenue through pipeline management, deal support, and performance optimization. Requires 2+ years management experience and 3+ years sales experience.
247k – 269kUnited StatesAccount ManagementRemote5+ YOECRMGong
Manager, Commercial Sales
Sales leader responsible for building, coaching, and scaling a team of Account Executives focused on retaining, expanding, and growing the commercial customer base through upsell and cross-sell motions.
270k – 360kSan Francisco, CA +2Account ManagementHybrid5+ YOEHiringCoaching