SMB Account Executive
Role Overview
We are seeking an SMB Account Executive to drive commercial growth across Australia and New Zealand, focused on the small and medium law firm segment. SMB at Harvey means law firms with between 5 and 15 lawyers on staff (excluding support staff and paralegals); we estimate roughly a quarter of all lawyers globally work at SMB-sized firms. This is a founding role on a new segment for the region — a chance to leave a mark, help develop our playbook, and provide valuable feedback directly to product leadership.
You will be joining as a founding member of our Sydney team.
What you'll do
- Own and grow a territory of SMB accounts across ANZ, driving full-funnel sales activity from prospecting through to commercial negotiation and onboarding.
- Manage a high-velocity pipeline, selling annual commitments to law firm buyers with an average deal cycle of approximately 30 days.
- Sell consultatively to Partners and Managing Partners at small law firms, understanding their pain points and tailoring solutions to their priorities.
- Lead high-impact product demos and client meetings that clearly articulate Harvey's business value and technical capabilities.
- Run disciplined qualification, discovery, objection handling, and closing, applying methodologies such as MEDDIC or Challenger.
- Collaborate cross-functionally with product, legal, engineering, and go-to-market teams to surface client needs and inform the roadmap.
- Document learnings, iterate on messaging, and help build scalable processes to accelerate regional growth.
What we're looking for
- Closing experience, ideally in complex B2B SaaS sales cycles within the mid-market or enterprise segments.
- Proven success in qualification, discovery, objection handling, and closing, with the ability to build multi-threaded relationships and navigate org charts.
- Strong analytical ability and structured thinking, with clear, credible communication to senior stakeholders.
- Coachability and humility — growth-minded, open to feedback, and comfortable operating in a fast-evolving environment with limited structure.
- Genuine interest in the legal industry and a commitment to enhancing knowledge work through technology.
- Familiarity with sales practices in the ANZ region is a plus.
Additional information
- Location: Sydney, NSW (hybrid — 3 days in the Sydney office, 2 days working from home).
- Work eligibility: Must have valid Australian work rights; Harvey does not currently offer visa sponsorship for this role.
What we offer
- The chance to be a founding member of our Sydney team and help build a new segment.
- A structured hybrid working arrangement.
- Enterprise-level exposure and a clear path to progress toward an Enterprise AE role.
DEPENDING ON YOUR LOCATION, AN APPLICANT PRIVACY NOTICE MAY APPLY TO YOU. YOU CAN FIND ALL OF OUR APPLICANT PRIVACY NOTICES HERE https://harveyai.notion.site/Harvey-Candidate-Privacy-Notices-319ac3fcdd7a803bb807d5094f249922?pvs=74.
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