Head of Mid Market Sales, North America
Hybrid (San Francisco)$0Full-timePosted 5d ago
About the role
Lead frontline managers and own the regional Mid Market number for North America in a high-growth, early-stage SaaS environment focused on legal and professional services. Build and scale a repeatable go-to-market engine, define sales motion, and develop executive relationships with top customers.
Responsibilities
- Hire, lead, coach and develop a team of 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 criteria, qualification methodology (e.g., MEDDIC/MEDDPICC), deal stage definitions, discounting and deal desk guardrails, and forecasting cadence, so the motion is repeatable across every manager and AE in the region
- Implement and maintain a rigorous sales operating cadence, including seller onboarding, enablement, coaching, pipeline generation, and deal execution
- Drive the regional sales strategy, including territory design, coverage models, and go-to-market execution across the U.S. and Canada
- Own NAMER mid market forecasting and pipeline health, providing accurate reporting to senior leadership
- Hire, coach, and retain top managerial talent; build a strong leadership bench across the region
- Partner with global mid market leadership (EMEA and APAC) to keep the playbook, methodology, and comp/accelerator structure consistent globally while localizing it for NAMER buyer behavior and legal market dynamics
- Develop executive relationships with Harvey's highest value Mid Market customers across the region
- Work cross functionally with marketing, solutions engineering, legal, and customer success to ensure a cohesive customer experience across the region
- Represent NAMER mid market in global planning cycles, headcount discussions, and strategic initiatives
Qualifications
- 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 a 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 the discipline to hold managers accountable to them
- Exceptional communication and executive presence, able to influence both frontline teams and senior stakeholders internally and within our key customers
- Genuine passion for Harvey's mission and a strong interest in how AI is transforming knowledge work and the legal profession
Skills
Required:Leadership of sales teamsSales playbook design and implementationForecasting and pipeline management
Benefits
- Comprehensive health, dental and vision coverage
- retirement benefits (401k match up to 4%)
- flexible PTO
- equity plan participation
- benefits program
Last updated Oct 22, 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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