Harvey

Enterprise Account Executive, In-House

Harvey

full-time

Posted on:

Origin:  • 🇺🇸 United States • California, New York

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Salary

💰 $250,000 - $330,000 per year

Job Level

Mid-LevelSenior

About the role

  • As an Enterprise Account Executive at Harvey within our corporate in-house segment, you will drive the growth and success of our AI solutions for legal teams at large enterprises.
  • You will be responsible for establishing and growing relationships with enterprise customers, understanding their unique challenges, and presenting AI solutions that streamline their processes and boost productivity.
  • Your ability to articulate the value of Harvey's products, coupled with your passion for groundbreaking AI technologies, will help us shape the future of knowledge work.
  • Win new business and drive revenue for Harvey within the legal teams at large enterprises, owning the full sales cycle, from outbound to close
  • Develop and manage a named account list and be responsible for the full sales cycle from prospecting to contracting to onboarding, launching, and growing new users.
  • Achieve and exceed revenue targets and other key sales metrics.
  • Effectively work cross-functionally across the organization to shape Harvey’s solutions to meet customer needs.
  • Build strong, long-term relationships with customer decision-makers and stakeholders, understanding their pain points and aligning Harvey's solutions with their needs.
  • In collaboration with GTM, Product, and Marketing teams, continuously refine our value proposition, sales methodology, and market positioning to resonate with legal decision-makers, collaborating cross-functionally to differentiate our offerings for legal teams
  • Navigate complex legal stakeholder ecosystems including Chief Legal Officers, executives, administrators, IT departments, and procurement offices to build consensus
  • Develop our sales playbook to enable scaling, documenting learnings that can be applied across accounts.
  • Inform product roadmaps and features by gathering feedback from users and conveying legal customer needs

Requirements

  • Proven track record of selling complex software solutions to enterprise clients, with the ability to successfully execute on a consultative, solutions-oriented, value-based selling methodology.
  • Ability to lead a complex, multi-threaded sale with stakeholders ranging from executives across various functions including legal departments to day-to-day product users – especially the ability to convey technical concepts to non-technical audiences.
  • Interest in Harvey’s mission and strong understanding of AI and its potential applications in knowledge work and interest in the legal profession and helping lawyers do their jobs better and more efficiently.
  • Excited about prospecting, and capable of independently leading a sales cycle from start to finish.
  • Exec presence with ability to have deeper impact with engaging senior stakeholders, particularly Chief Financial Officers and Chief Legal Officers, through ROI modeling, total cost of ownership discussions, and business impact storytelling.
  • Team player who can collaborate effectively across internal functions (product, legal, marketing etc.) to achieve common goals.
  • Energized by contributing to the development of our sales processes and team-driven sales culture, refining the value proposition of our solutions and creating sales resources to drive our success.