Sales Manager - SMB
Hybrid (Chicago)$280k - $320kFull-timePosted 4mo ago
About the role
Sales Manager for SMB segment leading a team of Account Executives in Chicago, responsible for territory planning, pipeline development, and revenue execution selling Harvey's AI platform to small and mid-sized law firms and corporate legal departments.
Responsibilities
- 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
Qualifications
- 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 consultative, value-based selling
- Demonstrated passion for Harvey’s mission and understanding of AI applications in knowledge work and the legal profession
- Interest in helping lawyers do their jobs better and more efficiently
- Mentoring and developing AEs, refining sales processes, and creating sales resources
- Track record of coaching AEs through complex sales cycles including deal strategy and negotiation
Skills
Required:Territory planningLeadership / coachingMEDDPIC or sales methodology
Benefits
- Comprehensive health, dental and vision coverage
- Retirement benefits (401k match up to 4%)
- Flexible PTO
- Equity participation in the equity plan and benefits program
Last updated Sep 24, 2026. Interested? Apply on the company site.
About Harvey
Professional Class AI
Harvey is a platform built to meet the standards of the world’s leading professional service firms.
AILegalLegal AILegal AnalysisLegal Document AnalysisLegal ResearchLegal Techsetter-30
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