Head of Mid-Market Sales

Responsibilities

• Lead, coach and develop a team of Mid Market Sales Managers across EMEA
• Drive accountability for net new logo and expansion ARR targets
• Set regional sales strategy, including territory design, coverage models, and go-to-market execution
• Own EMEA mid-market forecasting and pipeline health
• Provide 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 to localize and refine the sales playbook for EMEA markets
• Work cross-functionally with marketing, solutions engineering, legal, and customer success
• Represent EMEA mid-market in global planning cycles, headcount discussions, and strategic initiatives

Requirements

• 10+ years of B2B tech sales experience
• 4+ years 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 operating across EMEA markets, with an understanding of regional dynamics, buyer behaviors, and legal industry nuances
• Exceptional communication and executive presence
• Genuine passion for Harvey's mission and a strong interest in how AI is transforming knowledge work and the legal profession
• Must be based in London and able to work from the office 3 days per week
• Must be legally authorized to work in the country where the role is located

Core Competencies

Demonstrates extensive experience in leading and developing sales teams within the B2B tech sector, with a strong focus on achieving net new logo and expansion ARR targets. Proven ability to strategize and execute sales initiatives across EMEA markets while fostering cross-functional collaboration.

Highest-signal resume keywords

• B2B Tech Sales Experience
• Sales Team Leadership
• Regional Sales Strategy
• Consultative Selling Methodology
• EMEA Market Knowledge

Hard Skills

• Sales Forecasting
• Pipeline Management
• Territory Design
• Go-To-Market Execution
• Complex Software Sales

Soft Skills

• Exceptional Communication
• Executive Presence
• Coaching and Development
• Cross-Functional Collaboration

Industry Keywords

• Mid-Market Sales
• High-Growth Environment
• Buyer Behavior
• Legal Industry Nuances
• Sales Playbook