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Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates expertise in building and managing high-performing sales teams, with a strong focus on consultative selling methodologies and territory planning. Possesses a deep understanding of AI applications in the legal sector and excels in coaching and mentoring account executives through complex sales processes.
Highest-signal resume keywords
Tech Sales ExperiencePeople Management ExperienceConsultative Selling MethodologyCoaching Through Complex Sales CyclesStrong Communication Skills
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Sales Process ManagementPipeline DevelopmentForecastingMEDDPIC MethodologyObjection HandlingNegotiationDiscovery TechniquesValue-Based SellingSystems DesignSales Resource Development
Soft Skills
MentoringTeam CollaborationGrowth-Oriented MindsetPassion for Legal ProfessionArticulating Technical Concepts
Industry Keywords
SMB Account ExecutivesHigh-Growth EnvironmentAI ApplicationsLegal SectorSales Culture
About the role
Key responsibilities & impact- 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 EMEA 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
Requirements
What you’ll need- 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 the ability to successfully execute on a consultative, solutions-oriented, value-based selling methodology.
- Demonstrated passion for 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.
- Energized by mentoring account executives, 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.
- Track record of coaching AEs through complex sales cycles, including deal strategy, objection handling, and negotiation, with a growth-oriented and coachable mindset
Benefits
Comp & perks- Flexible work arrangements
- Professional development opportunities