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Harvey is an AI platform transforming legal and professional services through frontier agentic AI, enterprise-grade infrastructure, and deep domain expertise. The company, founded in 2022 and backed by world-class investors, is at a true inflection point with strong product-market fit and rapid scaling.
You will join as a founding member of Harvey's Sydney team, serving as an SMB Account Executive responsible for driving commercial growth across Australia and New Zealand in the small and medium law firm segment (firms with 5–15 lawyers). This is a founding role on a new segment for the region, offering the opportunity to help develop the playbook, leave a mark on the business, and provide direct feedback to product leadership.
Key Responsibilities:
- Own and grow a territory of SMB accounts across ANZ, managing full-funnel sales activity from prospecting through commercial negotiation and onboarding.
- Manage a high-velocity pipeline, selling annual commitments to law firm buyers with an average deal cycle of approximately 30 days.
- Sell consultatively to Partners and Managing Partners at small law firms, understanding pain points and tailoring solutions.
- Lead high-impact product demos and client meetings that articulate Harvey's business value and technical capabilities.
- Run disciplined qualification, discovery, objection handling, and closing using methodologies such as MEDDIC or Challenger.
- Collaborate cross-functionally with product, legal, engineering, and go-to-market teams to surface client needs and inform the roadmap.
- Document learnings, iterate on messaging, and help build scalable processes to accelerate regional growth.
The role is hybrid: 3 days in the Sydney office, 2 days working from home. You will have enterprise-level exposure and a clear path to progress toward an Enterprise AE role.
Requirements:
- Approximately 1–2 years of closing experience, ideally in complex B2B SaaS sales cycles within mid-market or enterprise segments.
- Proven success in qualification, discovery, objection handling, and closing, with ability to build multi-threaded relationships and navigate org charts.
- Strong analytical ability and structured thinking, with clear, credible communication to senior stakeholders.
- Coachability and humility — growth-minded, open to feedback, and comfortable operating in a fast-evolving environment with limited structure.
- Genuine interest in the legal industry and commitment to enhancing knowledge work through technology.
- Valid Australian work rights; Harvey does not currently offer visa sponsorship for this role.
- Familiarity with sales practices in the ANZ region is a plus.
About Harvey
Legal / Compliance / Risk; AI / Data / Infrastructure — AI platform for legal and professional services work.
