At a glance
- Experience
- 4+ years experience
- Employment
- Full-time
- Workplace
- Hybrid
- Location
- London
About the role
- Harvey is seeking a Head of SMB Sales for the EMEA region to lead frontline managers and build a high-performing go-to-market engine.
- This second-line leadership role involves setting regional strategy, scaling teams in an early-stage environment, and owning the SMB revenue targets.
- The role requires operating across altitudes, from defining regional sales motions to engaging directly with high-value customers.
Responsibilities
- Lead, coach and develop a team of SMB Sales Managers across EMEA, driving accountability for net new logo and expansion ARR targets.
- Implement and maintain a rigorous sales operating cadence, including seller onboarding, enablement, coaching, pipeline generation, and deal execution.
- Drive the regional sales strategy, including territory design, coverage models, and go-to-market execution.
- Own EMEA SMB forecasting and pipeline health, providing accurate reporting to senior leadership.
- Hire, coach, and retain top managerial talent; build a strong leadership bench across the region.
- Partner with global SMB leadership to localize and refine the sales playbook for EMEA markets.
- Develop executive relationships with Harvey’s highest value Mid Market customers across the region.
- Work cross-functionally with marketing, solutions engineering, legal, and customer success to ensure a cohesive customer experience across the region.
- Represent EMEA SMB in global planning cycles, headcount discussions, and strategic initiatives.
Requirements
- 10+ years of B2B tech sales experience.
- 4+ years managing and developing sales managers or senior individual contributors.
- Demonstrated success leading a regional or multi-market sales organization in a high-growth, early-stage environment.
- Strong track record of selling complex software to enterprise or SMB clients using a consultative, value-based methodology.
- Experience operating across EMEA markets, with an understanding of regional dynamics, buyer behaviors, and legal industry nuances.
- Exceptional communication and executive presence.
- Genuine passion for Harvey's mission and a strong interest in how AI is transforming knowledge work and the legal profession.
Skills
- SaaS Sales
- Forecasting
