Sales Manager, Mid-Market at harvey.

About the role

Harvey is on the lookout for a pioneering leader to spearhead the establishment and growth of our mid-market sales division across the ANZ region. In this pivotal role, you will oversee a team of Account Executives dedicated to expanding our reach within law firms and corporate legal departments. You will also play a crucial role in shaping our local commercial strategy to ensure our success in this competitive landscape.

Key facts

Location: Sydney, NSW
Engagement: Full-time
Team: Go to Market

What you'll do

- Lead the recruitment, mentorship, and management of a dynamic team of Account Executives who are focused on promoting our AI-driven platform to legal organizations.
- Formulate and implement the regional sales strategy, which encompasses territory planning, pipeline development, and quota management to drive growth.
- Serve as both a leader and an active participant in high-stakes customer meetings, aiding in the progression of deals and ensuring client satisfaction.
- Collaborate closely with teams such as Legal Engineering, Solutions Architecture, and Customer Success to enhance our regional go-to-market strategy.
- Develop and continuously update a comprehensive sales playbook that addresses the unique requirements of the legal sector in the ANZ region.
- Analyze market trends and customer feedback to refine sales tactics and improve overall performance.
- Establish key performance indicators (KPIs) to track team performance and drive accountability.
- Foster a culture of continuous learning and improvement within the sales team, encouraging innovative approaches to sales challenges.

Requirements

- Demonstrated experience in managing quota-carrying B2B SaaS sales teams, with a proven track record of consistently exceeding sales targets.
- A solid background in selling to professional services, particularly within legal firms or complex enterprise clients in the ANZ market.




- Proficiency in leveraging data analytics to assess territory performance and implement strategic initiatives effectively.
- Experience in coaching sales personnel on maintaining pipeline hygiene, executing deals, and utilizing sales methodologies such as MEDDIC.
- Ability to excel in a fast-paced startup environment where processes and strategies are still being established.
- Robust communication and interpersonal skills, enabling effective collaboration with cross-functional teams and stakeholders.

Nice to have

- Familiarity with the legal technology landscape and emerging trends within the industry.
- Previous experience in a leadership role within a high-growth startup environment.
- Knowledge of CRM tools and sales automation software to streamline sales processes.
- A network of contacts within the legal sector that could facilitate business development efforts.

Skills & tools

- Expertise in sales methodologies, particularly MEDDIC, to drive effective sales processes.
- Strong background in B2B SaaS sales management, with a focus on strategic territory planning.
- Ability to collaborate across various functions, including engineering and customer success, to align sales efforts with product capabilities.

Practical notes

- Candidates must have valid Australian work rights, as we are unable to provide visa sponsorship for this position.
- The role operates on a hybrid work model, requiring three days in the Sydney office and two days of remote work each week.
- Employees enjoy comprehensive benefits, including fully covered private hospital insurance, dental and optical care, as well as mental health support services.
- Additional perks include fertility and family planning assistance through Carrot, Wellhub memberships, daily lunches provided in the office, and monthly stipends for remote work.
- After completing four years of service, employees are eligible for a four-week paid sabbatical to recharge and pursue personal interests.

Join us at Harvey and be part of a transformative journey in the legal tech space, where your leadership can make a significant impact on our growth and success!

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📌 Sales Manager, Mid-Market (New South Wales)
🏢 Harvey
📍 New South Wales