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Salary: USD 425,000 - 0 / annual
Harvey is an AI platform transforming legal and professional services by combining frontier agentic AI, enterprise-grade infrastructure, and deep domain expertise. Founded in 2022 and backed by world-class investors, the company is at a true inflection point with strong product-market fit and rapid scaling.
You will lead the North American Mid Market sales organization as a second-line leader, managing a team of Mid Market Sales Managers and their Account Executives across the western region. The Mid Market segment targets law firms with 15–150 attorneys, including prestigious specialty and boutique firms. Reps own the full sales cycle: prospecting, conversion, and expansion.
Key responsibilities include:
- Hire, lead, coach, and develop Mid Market Sales Managers across North America, driving accountability for net new logo and expansion ARR targets.
- Own and evolve the NAMER Mid Market playbook end-to-end: ICP and segmentation, qualification methodology (MEDDIC/MEDDPICC), deal stage definitions, discounting guardrails, and forecasting cadence.
- Implement rigorous sales operating cadence including seller onboarding, enablement, coaching, pipeline generation, and deal execution.
- Drive regional sales strategy: territory design, coverage models, and go-to-market execution across the U.S. and Canada.
- Own NAMER mid market forecasting and pipeline health; provide accurate reporting to senior leadership.
- Hire, coach, and retain top managerial talent; build a strong leadership bench.
- Partner with global mid market leadership (EMEA and APAC) to maintain consistent playbook and methodology while localizing for NAMER buyer behavior and legal market dynamics.
- Develop executive relationships with Harvey's highest-value Mid Market customers.
- Work cross-functionally with marketing, solutions engineering, legal, and customer success to ensure cohesive customer experience.
- Represent NAMER mid market in global planning cycles and strategic initiatives.
You will operate across multiple altitudes: setting strategy, building structure, and staying close to the field on critical deals. You'll help define how Harvey shows up in the North American market and shape the sales motion in a complex SaaS environment.
REQUIREMENTS:
- 10+ years of B2B tech sales experience, including 4+ years hiring, managing, and developing sales managers or senior individual contributors.
- Demonstrated success leading a regional or multi-market sales organization in a high-growth, early-stage environment.
- Strong track record of selling complex software to enterprise or mid-market clients using consultative, value-based methodology.
- Experience building or scaling a sales playbook: segmentation, qualification frameworks (MEDDIC/MEDDPICC or equivalent), territory design, and deal-desk processes in a fast-growing SaaS environment.
- Fluency with pipeline and forecasting rigor: accurate stage-by-stage forecasting, pipeline coverage ratios, and discipline to hold managers accountable.
- Exceptional communication and executive presence; ability to influence frontline teams and senior stakeholders internally and with key customers.
- Genuine passion for Harvey's mission and strong interest in how AI is transforming knowledge work and the legal profession.
About Harvey
Legal / Compliance / Risk; AI / Data / Infrastructure — AI platform for legal and professional services work.
