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Mid Market Account Executive

Harvey

Harvey

Sales & Business Development
New York, NY, USA
Posted on Saturday, March 23, 2024

Why Harvey

Harvey is a secure AI platform for professionals in law, tax, and finance that augments productivity and automates complex workflows. Harvey uses algorithms with reasoning-adept LLMs that have been customized by our expert team of lawyers, engineers and research scientists. We’ve found product market fit and are scaling our team very quickly. Some reasons to join Harvey are:

  • Exceptional product market fit: We have partnered with the largest law firms and professional service providers in the world like A&O, PwC, and many others.

  • Strategic investors: Raised over $100 million from strategic investors including Sequoia, Kleiner Perkins, and the OpenAI Startup Fund.

  • World-class team: Harvey is hiring the best technical and non-technical talent from places like DeepMind, Google Brain, Stripe, FAIR, Tesla Autopilot, Superhuman, and Glean.

  • Partnerships: Our engineers and researchers work directly with OpenAI to build the future of generative AI and redefine professional services.

  • Performance: $0-20M ARR in the last 12 months.

  • Value: Top of market cash and equity compensation.

Role

As a Mid Market Account Executive at Harvey, you will drive the growth and success of our AI solutions within the legal and professional services markets. You will be responsible for establishing and growing relationships with mid-sized law firms and corporate and financial services clients, understanding their unique challenges, and presenting AI solutions that streamline their processes and boost productivity. Your ability to articulate the value of Harvey's products, coupled with your passion for groundbreaking AI technologies, will help us shape the future of knowledge work.

Responsibilities

  • Own your book of business by managing a named account list, prioritizing and cultivating inbound leads, and out-bounding directly to high-potential prospects.

  • Manage the full customer lifecycle from prospecting to contracting, onboarding, growing, and renewals.

  • Achieve and exceed revenue targets and other key sales metrics.

  • Build strong relationships with key decision-makers and stakeholders, understanding their pain points and aligning Harvey's solutions with their needs.

  • Conduct high velocity, tailored client evaluations, including product demonstrations and presentations, showcasing the power of Harvey's AI systems to prospects and clients.

  • Effectively work cross-functionally across the organization to shape Harvey’s solutions to meet customer needs. Collaborate closely with the engineering and product teams to stay updated on the latest AI advancements and tailor solutions to meet client goals.

  • Develop our sales playbook to enable scaling, documenting learnings that can be applied across accounts.

Qualifications

  • Proven track record of selling complex software solutions, with the ability to successfully execute on a consultative, solutions-oriented, value-based selling methodology.

  • Excited about prospecting, and capable of independently leading a sales cycle from start to finish

  • Ability to independently manage a pipeline, accurately forecast key sales performance metrics, and consistently maintain CRM hygiene

  • Ability to lead a complex, multi-threaded sale with stakeholders ranging from executives across various functions to day-to-day product users – especially the ability to convey technical concepts to non-technical audiences.

  • Demonstrated passion for Harvey’s mission and strong understanding of AI and its potential applications in knowledge work. Interest in the legal profession and helping lawyers do their jobs better and more efficiently.

  • Team player who can collaborate effectively across internal functions (product, legal, etc.) to achieve common goals.

  • Energized by contributing to the development of our team, sales processes, and culture, refining the value proposition of our solutions and creating sales resources to drive our success.

  • Experience working in or adjacent to the Legal industry a plus but not required

Compensation

The expected OTE (on-target earnings) range of compensation for this role is between $200,000 and $250,000. Additionally, this role is eligible to participate in our equity plan and benefits program. Benefits include, but not limited to: Comprehensive health, dental and vision coverage, retirement benefits (401k match up to 4%), and flexible PTO.

Harvey is an equal opportunity employer and does not discriminate on the basis of race, gender, sexual orientation, gender identity/expression, national origin, disability, age, genetic information, veteran status, marital status, pregnancy or related condition, or any other basis protected by law.