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
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Sales manager$160k–$170k base · $320k–$340k OTE
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At a glance
What you'd actually do: Lead and coach mid-market account executives selling Harvey's AI platform to mid-sized and boutique law firms, covering new logos and expansion, forecasts and playbooks.
Pay
$160k–$170k base · $320k–$340k OTE
$320k-$340k OTE, 50/50 split (base about $160k-$170k) plus equity
Where you work
Hybrid: Boston
Selling to
law firms and corporate legal teams
How you'd sell
Mostly outbound (cold calls, emails)
Experience asked
7+ 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
As a Sales Manager, Mid Market at Harvey, you will lead and coach high-performing Account Executives in driving the growth and success of our AI solutions within mid-sized and boutique law firms. You’ll be responsible for the team’s delivery on ambitious sales targets and rolling up your sleeves to work directly with prospective law firm customers. You’ll help refine the operational foundations of our rapidly growing Mid Market organization by developing playbooks, best practices, and a best-in-class sales toolkit. We are looking for a self-starter who can navigate ambiguity, operate in a fast-paced environment, and solve complex problems with limited oversight. Ideal candidates will have superb core sales skills, experience scaling high-velocity teams and mentoring colleagues, outstanding communication skills, and an affinity for understanding the needs of law firms.
What You’ll Do
Lead a team of consultative, solution-based Mid Market software sales professionals to achieve ARR targets through both net new logo and expansion deals within mid-sized and boutique law firms.
Own managing and reporting on your book of business, including accurate revenue forecasting and pipeline maintenance.
Proactively assist with recruiting and hiring new team members.
Coach and develop Mid Market Account Executives to promote career growth.
Refine our sales playbook to enable all sellers to better deliver consultative sales engagements at high velocity within the law firm segment.
Work cross-functionally across the organization to build effective sales processes and solutions that meet the needs of Harvey’s law firm clients.
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