About This Role
Leading frontline managers and building a world-class team to own the regional Mid Market number for North America is the core of this second-line leadership role. This position is responsible for transforming early traction into a repeatable, high-performing go-to-market engine across legal and professional services. You will operate across altitudes, setting strategy, building structure, and staying close to critical deals, helping to define Harvey's presence in the North American market and shaping its sales motion.
Responsibilities
- 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, including ICP and segmentation criteria, qualification methodology (e.g., MEDDIC/MEDDPICC), deal stage definitions, discounting and deal desk guardrails, and forecasting cadence
- 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
Requirements
- 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 key customers
