Regional Manager, Sales - Federal
Thomson Reuters · Legal & compliance
Hybrid: District of Columbia, WA or McLean, VA; must live Near an eligible office: New York City, San Francisco, Los Angeles, Irvine CA, McLean VA or Washington, DC
← All jobs
Sales manager$140k–$160k base · $280k–$320k OTE
Opens the job on Harvey's own careers site. Some companies ask you to create an account or click through another page first.
At a glance
What you'd actually do: Coach and manage SMB account executives selling Harvey's legal AI platform to small and mid-sized law firms in the Chicago region, owning forecast and pipeline.
Pay
$140k–$160k base · $280k–$320k OTE
$280k-$320k OTE, 50/50 split (base about $140k-$160k) plus equity
Where you work
On-site in Chicago
Selling to
law firms and corporate legal teams
How you'd sell
Mostly outbound (cold calls, emails)
Experience asked
6+ years
Your game plan for this job
0 of 5 doneMost people just hit Apply. Do these first and you show up with someone on the inside.
- 1Pick 2–3 people at HarveyWe found 34 current reps: 2 SDRs, 22 AEs, 1 SDR managers. SDRs reply the most; they were in your shoes recently. See them ↓
- 2Send a short, curious noteAsk about their experience, not for a referral. We write it for you, with the role and what Harvey sells.
- 3Have a 15-minute chatGood questions for this role:
- What does a normal day look like for you?
- How did you land the job? What stood out in your interviews?
- The role is mostly outbound. How much is calling vs. email vs. LinkedIn?
- How is the team doing on quota? What separates the people who hit it?
- 4Apply, ideally with a referralIf the chat went well, ask if they'd refer you or point you to the hiring manager. Then apply and let them know so they can flag it.
- 5Prep for the role playSDR interviews almost always end in a mock cold call. Practice with the Harvey cheat sheet and the role-play guide.
Talk to someone at Harvey before you apply
A friendly message to a current rep is the best way to stand out. Ask about their experience, not for a referral.
Full job description
Why Harvey
At Harvey, we’re transforming how legal and professional services operate. By combining frontier agentic AI, an enterprise-grade platform, and deep domain expertise, we’re reshaping how critical knowledge work gets done for decades to come.
This is a rare chance to help build a generational company at a true inflection point. We have strong product-market fit and world-class investor support. We’re scaling fast and defining a new category in real time. The work is ambitious, the bar is high, and the opportunity for growth — personal, professional, and financial — is unmatched.
Our team moves fast, takes ownership, and is deeply committed to the mission — operating with intensity, staying close to our customers, and pushing each other for excellence. We live by three values: Decisiveness, Simplicity, and Job's Not Finished. We act quickly on clear judgment over perfect information, we believe simplicity is what scales, and we're never satisfied with where we are. If you want to do the best work of your career alongside people who share that drive, we'd love to build with you.
At Harvey, the future of professional services is being written today — and we’re just getting started.
Role Overview
The SMB Sales Manager joins Harvey's Commercial Sales organization to lead a team of Account Executives selling Harvey's AI platform to small and mid-sized law firms and legal teams out of the Chicago office. Reporting to the Vice President of Commercial Sales, this role owns territory planning, pipeline development, and revenue execution across the region. The manager drives a disciplined sales process while coaching AEs through the full cycle — from discovery and qualification through close — and holds the team accountable to rigorous forecasting and performance standards. It is a high-impact opportunity to shape the sales culture and operating rhythm for a fast-growing segment at one of the most innovative companies in legal technology.
What You'll Do
Build, coach, and performance-manage a team of SMB Account Executives focused on selling Harvey's platform to law firms and corporate legal departments in the Chicago region
Own territory planning, pipeline development, and accurate forecasting to deliver against quarterly and annual revenue targets
Drive a disciplined sales process using MEDDPIC or similar methodology, ensuring AEs execute high-quality discovery, qualification, objection handling, and close motions
Establish a local operating cadence — team standups, deal reviews, pipeline hygiene — that mirrors Harvey's high-performance sales culture
Serve as a player-coach by actively engaging in strategic deals and modeling best practices in discovery, demo, and negotiation
What You Have
6+ years of tech sales experience — ideally closing new business at the Mid Market or Enterprise level; 2+ years of people management experience training and coaching a high-performing sales team.
Similar jobs
