Sales Manager - SMB
At a glance
Mid-level Sales Leadership role at Harvey. Chicago · full-time · $280,000–$320,000 OTE.
Growth Roles summary, based on the employer's posting.
What you'll do
- Lead and performance-manage SMB Account Executives selling to Chicago-area law firms and corporate legal departments
- Plan territories, build pipeline, and forecast accurately against quarterly and annual revenue goals
- Coach full-cycle selling, from discovery and qualification through objection handling, negotiation, and close
- Set the local rhythm with standups, deal reviews, and clean pipeline practices
- Join strategic opportunities as a player-coach, modeling discovery, demos, and negotiations
What you bring
- At least six years in technology sales, preferably closing new business with mid-market or enterprise buyers
- At least two years managing, training, and coaching a high-performing sales team
- Experience in an early-stage, fast-growth setting and building operating systems from the ground up
- A record of selling complex software through consultative, solutions-led, value-based sales
- Strong communication skills for explaining technical ideas to varied audiences, plus an understanding of AI applications in knowledge work
Who this fits
You’ll suit a sales leader who still wants to work strategic deals while developing account executives and improving sales systems. The role is based in the Chicago office and focuses on the Chicago region. It reports to the Vice President of Commercial Sales and pays $280,000-$320,000 USD annually with a 50/50 OTE split.
From the employer
Why Harvey
At Harvey, we’re transforming how legal and professional services operate. By combining frontier agentic AI, an enterprise-grade platform, and deep domain expertise, we’re reshaping how critical knowledge work gets done for decades to come.
This is a rare chance to help build a generational company at a true inflection point. We have strong product-market fit and world-class investor support. We’re scaling fast and defining a new category in real time. The work is ambitious, the bar is high, and the opportunity for growth — personal, professional, and financial — is unmatched.
Our team moves fast, takes ownership, and is deeply committed to the mission — operating with intensity, staying close to our customers, and pushing each other for excellence. We live by three values: Decisiveness, Simplicity, and Job's Not Finished. We act quickly on clear judgment over perfect information, we believe simplicity is what scales, and we're never satisfied with where we are. If you want to do the best work of your career alongside people who share that drive, we'd love to build with you.
At Harvey, the future of professional services is being written today — and we’re just getting started.
Role Overview
The SMB Sales Manager joins Harvey's Commercial Sales organization to lead a team of Account Executives selling Harvey's AI platform to small and mid-sized law firms and legal teams out of the Chicago office. Reporting to the Vice President of Commercial Sales, this role owns territory planning, pipeline development, and revenue execution across the region. The manager drives a disciplined sales process while coaching AEs through the full cycle — from discovery and qualification through close — and holds the team accountable to rigorous forecasting and performance standards. It is a high-impact opportunity to shape the sales culture and operating rhythm for a fast-growing segment at one of the most innovative companies in legal technology.
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
OTE 50/50 Split $280,000 - $320,000 USD
Depending on your location, an Applicant Privacy Notice may apply to you. You can find all of our Applicant Privacy Notices [here].
Harvey is an equal opportunity employer and does not discriminate on the basis of race, gender, sexual orientation, gender identity/expression, national origin, disability, age, genetic information, veteran status, marital status, pregnancy or related condition, or any other basis protected by law.
We are committed to providing reasonable accommodations to applicants with disabilities, and requests can be made by emailing accommodations@harvey.ai
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