Sales Manager, Smb, Emea
harvey
Híbrido
Dublin
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 QA and Testing
QA and Software Testing are fundamental to ensure the quality and reliability of applications. QA professionals ensure that the delivered product meets requirements and is free of critical defects.
Key skills include manual and automated testing, Selenium, Cypress, Playwright, Postman, JMeter, and CI/CD pipeline knowledge. Performance and security testing are differentiators.
With the adoption of DevOps and continuous deployment, the demand for automation QAs and SDETs continues to grow.
About Administrative
The Administrative area is responsible for ensuring the efficient functioning of all organizational operations. Administrative professionals manage processes, human resources, procurement, and facility management.
Key skills include process management, Office 365, administrative ERPs, compliance, and people management. Knowledge of automation and AI tools is becoming increasingly relevant.
The digitization of administrative processes has created new opportunities for professionals who master technology and management.
About Graphic Designer
The Graphic Designer is the professional responsible for creating visual pieces for print and digital communication, from visual identity and logos to marketing materials and packaging. They combine creativity with technique to convey messages visually and impactfully.
Key skills include Adobe Photoshop, Illustrator, and InDesign, CorelDRAW, visual identity design, typography, color theory, packaging design, and motion graphics. Knowledge of vector illustration, offset/digital printing, and print production is a differentiator.
Graphic Designers in technology companies are highly valued, especially those who master social media design, infographics, and can create materials that strengthen brand visual identity. The field offers opportunities from junior graphic designer to art director and design director.
About Product Manager
The Product Manager (PM) is the professional responsible for defining the strategy, vision, and roadmap of a digital product. They work at the intersection of technology, business, and user experience (UX), leading the discovery and delivery of solutions that solve real problems in a viable way for the company.
Key skills include product discovery, data and metrics analysis (AARRR, NPS, LTV), user research, go-to-market strategy, roadmapping, strategic prioritization, and leadership by influence. Tools like Amplitude, Mixpanel, Hotjar, Jira, and Notion are fundamental.
Product Managers play a central role in the growth of startups, scale-ups, and large technology companies, with career progression opportunities to Product Leader, Head of Product, and Chief Product Officer (CPO).
About Content Writer
The Content Writer is the professional responsible for creating quality written content for websites, blogs, social media, and other digital platforms. They combine writing skills with content strategy and SEO to attract, engage, and convert audiences.
Key skills include blog content creation, landing pages, newsletters, social media content, keyword research, content strategy, editorial calendar, and SEO writing. Knowledge of WordPress, Surfer SEO, Ahrefs, and analytics tools is a differentiator.
Content Writers in technology companies are highly valued, especially those who can create accessible technical content, evergreen content, and content that generates organic traffic. The field offers opportunities from junior content writer to head of content, with a focus on quality, strategy, and content performance.
Comments 0