Manager, Sales Development

Role Overview

Harvey is looking for a driven, strategic, and entrepreneurial Sales Development Manager to lead and scale a team of SDRs in Chicago and New York. This person will be responsible for building a high-performing team that generates pipeline across leading law firms, professional services organizations, and in-house legal teams. You will own hiring, onboarding, coaching, and performance management while partnering closely with Sales, Marketing, and RevOps to build a scalable pipeline generation engine. You'll also help shape Harvey's go-to-market strategy by refining targeting, messaging, and outbound programs that resonate with the North American legal market.

What You'll Do

• Own pipeline performance: Drive the SDR team's contribution to pipeline generation across inbound and outbound channels, ensuring strong alignment with sales targets.
• Build and scale the team: Hire, onboard, and develop a high-performing SDR team, helping establish the structure, operating cadence, and performance standards for the New York market.
• Coach and develop SDRs: Deliver hands-on coaching through regular 1:1s, call reviews, and deal strategy sessions to accelerate rep development and performance.
• Design onboarding and enablement: Partner with GTM enablement to create onboarding and ongoing training programs that ramp SDRs quickly and build strong product, industry, and prospecting expertise.
• Partner cross-functionally: Collaborate closely with Sales, Marketing, and RevOps to improve lead routing, campaign effectiveness, and pipeline conversion.
• Refine targeting and messaging: Continuously test and improve outbound strategies, messaging, and account targeting based on ICP fit and performance insights.
• Leverage data and tools: Use platforms such as Salesforce, Salesloft, LinkedIn Sales Navigator, Gong, and ZoomInfo to track team performance and optimize workflows.
• Build a strong team culture: Foster a high-performance culture grounded in ownership, learning, and collaboration.

What You Have

• 4+ years of experience in SaaS sales or business development, with at least 1–2 years of direct SDR or BDR leadership experience.
• Proven success in building and managing pipeline-generating teams in a high-growth, outbound-focused environment.
• Deep understanding of modern sales development tools (e.g., Salesforce, Salesloft, LinkedIn Sales Navigator, Gong).
• A data-driven mindset with the ability to analyze team performance, uncover insights, and iterate quickly.
• Experience building SDR processes from scratch—comfortable in ambiguity and excited to be the architect of something new.
• A coaching-first leadership style: you invest in people, celebrate wins, and hold high standards with care.
• Excellent communication skills and executive presence—both internally and externally.
• Passion for AI, innovation, and the transformation of knowledge work—especially in professional services and legal.
• Ability to influence tech stack decisions—develop recommendations and drive implementation.

Compensation

$195,400 - $260,000 USD OTE 80/20 Depending on your location, an Applicant Privacy Notice may apply to you. You can find all of our Applicant Privacy Notices [here].

About the role

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. With 1500+ customers in 60+ countries, 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.