The Sales Development Representative at Harvey plays a pivotal role in driving the growth of our AI solutions within the legal and professional services sectors. Key responsibilities include sourcing new sales opportunities through both inbound and outbound outreach, managing and distributing inbound leads, and qualifying leads through tailored evaluations. This role also involves building a revenue pipeline aligned with our strategic customer profile and collaborating with Account Executives to ensure smooth sales processes, ultimately leading to achieving and exceeding sales targets.

To apply for the Sales Development Representative position at Harvey, candidates should ideally have 1-2 years of experience in a fast-growing startup, with a focus on sales development or project management. A strong executive presence is essential, along with the ability to communicate effectively with executive buyers. Familiarity with Salesforce and Salesloft is also desirable. While experience in the legal industry is a plus, it's not mandatory; an interest in the field and a passion for AI applications in knowledge work are equally important.

The Sales Development Representative at Harvey contributes significantly to our overall goals by driving pipeline growth and qualifying new leads. This role is essential in establishing lasting relationships with law firms and professional services providers. By effectively articulating the value of Harvey's products and solutions, the Sales Development Representative ensures our team meets sales metrics and revenue targets, aligning with our strategic vision for success and market expansion.

New Sales Development Representatives at Harvey can expect comprehensive training and support as they embark on their roles. This includes an introduction to our innovative AI solutions, training on sales tools like Salesforce and Salesloft, and mentorship from experienced team members. As part of the world-class team, you will have opportunities for ongoing learning and development, contributing to the sales playbook and sharing insights to continuously enhance sales strategies.

Harvey is an attractive employer for Sales Development Representatives due to our exceptional product-market fit and rapid growth in the AI space, especially within the legal industry. With strategic investments and partnerships with leading firms, you'll be part of a team that is not only shaping the future of knowledge work but also offering competitive compensation and the potential for exponential career growth in a hypergrowth startup environment.

In responding to this question, it's beneficial to highlight your specific experiences and achievements in sales development. Share examples of how you've successfully sourced leads, qualified opportunities, and supported sales processes in previous positions. Emphasize your ability to adapt to different industries or markets, particularly if you have experience related to legal or AI fields.

Addressing objections is a critical skill for this role. You might discuss your approach to listening actively to clients' concerns, empathizing with their challenges, and providing clear, well-structured responses that illustrate how Harvey's solutions can alleviate their pain points. Share specific examples of how you've successfully turned objections into opportunities.

When discussing lead prioritization, mention your methods for analyzing data to identify high-potential prospects. Talk about using a combination of criteria such as firm size, industry, and prior engagement to focus your efforts. This will showcase your strategic thinking and data-driven mindset, which are critical for the Sales Development Representative role.

In your answer, highlight a specific instance where you collaborated closely with Account Executives to close a deal or refine the sales process. Discuss how you communicated effectively, shared insights, and aligned on strategies to achieve common goals, demonstrating your team-oriented approach and understanding of the sales cycle.

Candidates should reflect on their research about Harvey and articulate a clear understanding of our mission to enhance productivity through innovative AI solutions. Mention specific features of our platform and describe how they impact legal and professional work, showing genuine interest and alignment with our values and goals.

When addressing this question, share the techniques you would use to identify clients' unique challenges. This might include asking probing questions during calls or in emails, effectively listening to their responses, and leveraging research to ensure your outreach is personalized and relevant to their needs.

Discuss your experience in utilizing data to inform your sales strategies. This can encompass tracking lead conversion rates, analyzing client feedback, and adjusting your outreach methods based on performance metrics. Highlight how data-driven decisions can lead to more effective sales outcomes.

This is a great opportunity to express your enthusiasm for both the role and the company. Talk about how Harvey's innovative AI technology resonates with your interests, and highlight your desire to be part of a team that is making a significant impact in the legal and professional services sectors.

Explain your organizational techniques, which might include using task management tools, setting clear priorities, and establishing regular check-ins with yourself to stay on track. Providing examples of systems you've successfully employed in the past will make your answer more compelling.

In your response, share your insights on the transformative potential of AI in the professional services domain. Discuss specific trends you observe, such as increasing efficiency, personalization of services, and the role of AI in decision-making processes, thus demonstrating your understanding of the industry landscape.