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SMB Account Executive

Harvey· Sales
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Hybrid (Sydney)Full-timePosted 1mo ago

About the role

Founding SMB-focused sales role in Sydney to drive commercial growth across Australia and New Zealand for Harvey’s SMB segment (law firms with 5–15 lawyers). Hybrid, 3 days in Sydney office, 2 days remote.

Responsibilities

  • Own and grow a territory of SMB accounts across ANZ, driving full-funnel sales activity from prospecting through to 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 their pain points and tailoring solutions to their priorities.
  • Lead high-impact product demos and client meetings that clearly articulate Harvey's business value and technical capabilities.
  • Run disciplined qualification, discovery, objection handling, and closing, applying 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.

Qualifications

  • Closing experience, ideally in complex B2B SaaS sales cycles within the mid-market or enterprise segments.
  • Proven success in qualification, discovery, objection handling, and closing, with the 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 a commitment to enhancing knowledge work through technology.
  • Familiarity with sales practices in the ANZ region is a plus.

Skills

Required:Sales closingQualification and discoveryStakeholder management

Benefits

  • The chance to be a founding member of our Sydney team and help build a new segment.
  • A structured hybrid working arrangement.
  • Enterprise-level exposure and a clear path to progress toward an Enterprise AE role.
Last updated Sep 17, 2026. Interested? Apply on the company site.
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About Harvey

Professional Class AI

Harvey is a platform built to meet the standards of the world’s leading professional service firms.

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