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 energetic 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.
Strong 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!
#J-*****-Ljbffr

📌 Sales Manager, Mid-Market (Sydney)
🏢 Harvey
📍 Sydney