Sales Manager, SMB, EMEA

Dublin · 2+ years experience · Full-time · Hybrid · Posted Oct 2, 2026

At a glance

The SMB Sales Manager will lead a team of Account Executives selling Harvey's AI platform to small and mid-sized law firms and legal teams across the EMEA region.
This role is responsible for territory planning, pipeline development, and revenue execution while coaching the team through the full sales cycle.
The manager will shape the sales culture and operating rhythm for a fast-growing segment within the company.

Build, coach, and performance-manage a team of SMB Account Executives.
Own territory planning, pipeline development, and accurate forecasting to deliver against revenue targets.
Drive a disciplined sales process using MEDDPIC or similar methodology.
Ensure AEs execute high-quality discovery, qualification, objection handling, and close motions.
Establish a local operating cadence including team standups, deal reviews, and pipeline hygiene.
Serve as a player-coach by actively engaging in strategic deals.
Model best practices in discovery, demo, and negotiation.

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.
Proven track record of selling complex software solutions to sophisticated buyers.
Ability to execute on a consultative, solutions-oriented, value-based selling methodology.
Demonstrated passion for Harvey’s mission and understanding of AI applications in knowledge work.