Sales Manager, Smb, Emea
harvey
Híbrido
London
Sales
Account Manager
Scrum Master
Job Score
100 pts
Hybrid model (+80)
Sales (+10)
Account Manager (+10)
Scrum Master (+10)
Why Harvey
At Harvey, we’re transforming how legal and professional services operate. By combining frontier agentic AI, an enterprise-grade platform, and deep domain expertise, we’re reshaping how critical knowledge work gets done for decades to come.
This is a rare chance to help build a generational company at a true inflection point. We have strong product-market fit and world-class investor support. We’re scaling fast and defining a new category in real time. The work is ambitious, the bar is high, and the opportunity for growth — personal, professional, and financial — is unmatched.
Our team moves fast, takes ownership, and is deeply committed to the mission — operating with intensity, staying close to our customers, and pushing each other for excellence. We live by three values: Decisiveness, Simplicity, and Job's Not Finished. We act quickly on clear judgment over perfect information, we believe simplicity is what scales, and we're never satisfied with where we are. If you want to do the best work of your career alongside people who share that drive, we'd love to build with you.
At Harvey, the future of professional services is being written today — and we’re just getting started.
Role Overview
The SMB Sales Manager joins Harvey's Commercial Sales organisation to lead a team of Account Executives selling Harvey's AI platform to small and mid-sized law firms and legal teams. Reporting to the Vice President of Commercial Sales, this role owns territory planning, pipeline development, and revenue execution across the EMEA region. The manager drives a disciplined sales process while coaching AEs through the full cycle — from discovery and qualification through close — and holds the team accountable to rigorous forecasting and performance standards. It is a high-impact opportunity to shape the sales culture and operating rhythm for a fast-growing segment at one of the most innovative companies in legal technology.
What You'll Do
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
What You Have
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 scratchStrong 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
Depending on your location, an Applicant Privacy Notice may apply to you. You can find all of our Applicant Privacy Notices [here].
#LI-KS2
Harvey is an equal opportunity employer and does not discriminate on the basis of race, gender, sexual orientation, gender identity/expression, national origin, disability, age, genetic information, veteran status, marital status, pregnancy or related condition, or any other basis protected by law.
We are committed to providing reasonable accommodations to applicants with disabilities, and requests can be made by emailing accommodations@harvey.ai
What did you think of this job?
Loading comments...
About Sales
The Sales area is responsible for generating revenue and expanding the customer base. B2B and B2C sales professionals are fundamental for sustainable growth of any organization.
Key skills include prospecting, negotiation, CRM (Salesforce, HubSpot), sales enablement, and value consulting. The consultative and data-driven approach is increasingly valued.
Consultative sellers and senior Sales Managers have very high earning potential, with OTE (On-Target Earnings) that can exceed monthly salaries in technology companies.
About Account Manager
The Account Manager is the professional responsible for managing and expanding the relationship with clients after the sale. They act as a strategic partner, ensuring satisfaction, retention, and account growth, connecting client needs with company solutions.
Key skills include relationship management, negotiation, upsell and cross-sell, contract renewal, account planning, business reviews, metrics analysis (NPS, churn, LTV), and CRM knowledge (Salesforce, HubSpot). Communication, empathy, and business vision are fundamental differentiators.
Account Managers in technology and SaaS companies are highly valued, especially those who can increase recurring revenue (MRR/ARR) through account expansion and churn prevention. The field offers opportunities from account executive to director of accounts, with a focus on strategic relationship, revenue growth, and customer success.
About Scrum Master
The Scrum Master is the professional responsible for facilitating the adoption of Scrum and agile practices within development teams. They act as servant leaders, removing impediments, promoting continuous improvement, and ensuring Scrum events and ceremonies happen in the best possible way.
Key skills include event facilitation (sprint planning, daily, review, retrospective), backlog management, team coaching, conflict resolution, and agile metrics (velocity, burndown, cycle time). Knowledge of Jira, Trello, Azure DevOps, and frameworks like Kanban, XP, and SAFe is a differentiator.
Scrum Masters in technology companies are highly valued, especially those who can promote team autonomy, create psychologically safe environments, and lead agile transformations at scale. The field offers opportunities from junior scrum master to agile coach, head of agile, and director of agile transformation.
Discover Other Areas
Understand the scope of work, key skills, and tools used in different career areas.
About Human Resources
The Human Resources area is responsible for all people management in organizations, from attracting and selecting talent to developing, retaining, and ensuring employee well-being. HR professionals are fundamental to building strong organizational cultures and engagement.
Key skills include recruitment and selection, compensation and benefits management, learning and development (L&D), organizational climate, employee engagement, labor law, labor relations, and HR tools (Workday, SAP SuccessFactors, Bamboo HR). Knowledge of people analytics and data-driven HR is a differentiator.
HR professionals in technology companies are highly valued, especially those who master employer branding, people analytics, and talent retention strategies. The field offers opportunities from HR analyst to Chief People Officer, with a focus on culture, engagement, and people growth.
About Branding
Branding is the area responsible for building, managing, and strengthening a brand's identity and market value. Branding professionals create strategies that define how the brand is perceived by the public, from the logo to the complete customer experience.
Key skills include brand strategy, visual identity, brand guidelines, positioning, naming, brand voice, market research, brand equity, and brand management. Knowledge of graphic design (Figma, Illustrator, Photoshop), storytelling, and brand experience is a differentiator.
Branding professionals in technology companies are highly valued, especially those who master employer branding, digital branding, and can build strong, memorable brands in competitive markets. The field offers opportunities from brand designer to head of brand, with a focus on identity, differentiation, and perceived value.
About Data
The Data field has undergone a radical transformation with the rise of Generative AI. Data professionals are fundamental for evidence-based decision-making across all industries.
Key specializations include Data Engineering, Data Science, Business Intelligence, Machine Learning Engineering, and Analytics. Tools like SQL, Python, Spark, dbt, and cloud platforms (AWS, GCP, Azure) are essential.
The data market continues with high demand and salaries among the most competitive in the technology sector, with many remote work opportunities.
About Social Media
The Social Media area is one of the most dynamic and constantly evolving fields in digital marketing. Social media professionals are responsible for creating, managing, and optimizing brand presence on digital platforms, building engagement and community with the target audience.
Key skills include social media management (Instagram, TikTok, LinkedIn, Facebook, YouTube), social media content creation, community management, paid social media (Meta Ads, LinkedIn Ads, TikTok Ads), metrics analysis, and strategic planning. Tools like Hootsuite, Sprout Social, Buffer, Later, and analytics platforms are essential.
Social media professionals in technology companies are highly valued, especially those who master paid social, social media analytics, and content strategies for different platforms. The field offers opportunities from analyst to head of social media, with a focus on growth, engagement, and return on investment.
About Frontend
The Frontend area is responsible for creating the visual interfaces that users interact with on websites and web applications. Frontend professionals combine technical skills with design to deliver intuitive, responsive, and accessible digital experiences.
Key skills include HTML, CSS, JavaScript/TypeScript, frameworks like React, Angular, and Vue, build tools (Webpack, Vite), CSS (Tailwind, Sass), testing (Jest, Cypress), and knowledge of web performance and accessibility (WCAG). Familiarity with design systems and reusable components is a differentiator.
Frontend developers in technology companies are highly valued, especially those who master React, Next.js, web performance, and accessibility. The field offers opportunities from junior developer to frontend architect, with a focus on user experience, performance, and code quality.
Comments 0