Head of Mid Market Sales, Harvey
North America
$425k
OTE
Offers Equity
Domain-specific AI for legal and professional services
Be an early applicant
Domain-specific AI for legal and professional services
501-1000 employees
Be an early applicant
$425k
OTE
Offers Equity
501-1000 employees
Company mission
To help professionals develop expertise, faster.
Role
Who you are
- We are looking for someone who has led multi team segments, hired and developed high potential sales managers, scaled teams in ambiguity, implemented a rigorous sales playbook, and knows what great looks like in complex SaaS sales
- 10+ years of B2B tech sales experience, including 4+ years hiring, 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 mid market clients using a consultative, value based methodology
- Experience building or scaling a sales playbook : segmentation, qualification frameworks (MEDDIC/MEDDPICC or equivalent), territory design, and deal-desk processes, in a fast growing SaaS environment
- Fluency with pipeline and forecasting rigor: accurate stage by stage forecasting, pipeline coverage ratios, and the discipline to hold managers accountable to them
- Exceptional communication and executive presence, able to influence both frontline teams and senior stakeholders internally and within our key customers
- Genuine passion for Harvey's mission and a strong interest in how AI is transforming knowledge work and the legal profession
What the job involves
- This is a second line leadership role where you will lead frontline managers, build a world class team, and own the regional Mid Market number for North America. You will be responsible for turning strong early traction into a repeatable, high performing got to market engine across legal and professional services
- We are still early. That means you will operate across altitudes, setting strategy, building structure, and staying close to the field on critical deals. You will help define how Harvey shows up in the North American market, shape our sales motion, and ensure we are delivering real value to customers adopting AI in high stakes competitive environments
- Mid Market at Harvey runs an “enter-lite” motion selling to law firms with 15–150 attorneys, including many of the most prestigious speciality and boutique firms in the world. . Reps own the full cycle, prospecting into net-new accounts, converting them, and driving expansion
- You'll inherit a team of Mid Market Sales Managers and their AEs based across western NAMER and will be the primary owner of how that motion runs and scales across the region
- Hire, lead, coach and develop a team of Mid Market Sales Managers across North America driving accountability for net new logo and expansion ARR targets
- Own and evolve the NAMER Mid-Market playbook end to end- ICP and segmentation criteria, qualification methodology (e.g., MEDDIC/MEDDPICC), deal stage definitions, discounting and deal desk guardrails, and forecasting cadence, so the motion is repeatable across every manager and AE in the region
- 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 across the U.S. and Canada
- Own NAMER mid market 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 mid market leadership (EMEA and APAC) to keep the playbook, methodology, and comp/accelerator structure consistent globally while localizing it for NAMER buyer behavior and legal market dynamics
- 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 NAMER mid market in global planning cycles, headcount discussions, and strategic initiatives
Our take
The explosive popularity of generative AI tools has seen specialized solutions popping up for all kinds of industries. Hoping to help supercharge efficiency and productivity for legal teams, Harvey supplies generative AI that can assist with documentation, as well as aid research and optimize workflows.
Via natural language instructions, Harvey helps draft and analyze legal documents. It can also answer complex questions across large document sets, or even handle research queries that cover multiple domains in legal, regulatory and tax.
Its ability to support legal practitioners as if it's another member of the team is what makes Harvey particularly interesting. This approach has seen the company raise substantial funding, reaching Unicorn status in 2024. Funds are now being used to expand to new geographies, grow headcount and further collect and curate data to train more “domain-specific” AI models.
Kirsty
Company Specialist at Welcome to the Jungle
Company
Funding (last 2 of 10 rounds)
Mar 2026
$200m
LATE VC
Oct 2025
$59m
GROWTH EQUITY VC
Total funding: $1.2bn
Company HQ
Financial District, San Francisco, CA
Leadership
Winston Weinberg
(Co-Founder & CEO)Graduated with a Juris Doctor from the USC Gould School of Law, then spent 1 year as an Associate at O'Melveny & Myers before founding Harvey.
Gabe Pereyra
(Co-Founder & President)Previously worked as a Research Scientist at Meta and DeepMind. Also spent a year as a Brain Resident at Google.
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