Strategic Account Executive, DACH
Harvey · Hybrid · Munich, Germany
- Base
- Not disclosed
- OTE
- Not disclosed
- Quota attainment
- Not disclosed
- Posted
- 5d ago
Why it matters: OTE tells you what you could earn. Attainment tells you how realistic it is.
Ask: “What percentage of fully ramped reps hit quota last year?”
Still open · checked 1h agoon Harvey's careers page
The job
- What you'd do
- Win new customers and grow existing ones among big law firms and professional services companies in Germany, Austria and Switzerland. You'll run every stage of the sale yourself, from first contact to signed deal.
- What you'd sell
AI tools that help law firms with legal research
When a law firm has to answer a legal question, a lawyer usually digs through the source materials themselves. The problem is, that work is slow and high stakes, and one missed detail can hurt a client. Harvey builds AI tools for law firms and other professional services firms, so lawyers can get to the answer faster.
In plain English, from their own job posts. Something wrong? Tell me · More Legal & contracts companies →
- Who you'd sell to
- Legal and innovation teams at professional services firms at big companiesIn their words: “Develop deep, long-term relationships with legal, innovation, and executive stakeholders across the region.”
- Where deals come from
- Mostly you. Expect a lot of outbound: cold calls, emails and LinkedIn.
The Braun Read
Ask hard questionsToo much is left unsaid. Make them answer before you invest.
- Pay
- No pay listed at all.
- Transparency
- Shares 1 of 5: quota, attainment, deal size, territory, sales cycle.
- Time on market
- Open 5 days.
- Company hiring
- 35 sales roles open, hiring at a steady pace. Ask how many reps they hired last year and how many are still there.
Based only on what the posting says. Lights are a starting point for your first call, not a final judgment.
Questions to ask on the first call
Built from what this posting leaves out. How they answer tells you as much as what they say.
- 1.
What percentage of fully ramped reps hit quota last year?
OTE is what you could earn. This is how likely you are to earn it.
- 2.
What percentage of reps on the team have been here more than 18 months?
Tenure shows whether people stay long enough to get paid.
- 3.
Has the comp plan changed in the last 12 to 18 months? What changed?
A plan that changes every year means the goalposts keep moving.
- 4.
Who sits with reps and reviews calls each week?
Coaching is often what's behind a good or bad attainment number.
- 5.
What are the base and the OTE for this role?
No point investing hours before you know the number.
- 6.
Why is this role open? Did someone leave, or is it new?
New headcount is growth. A replacement means someone left. Ask why.
› When the offer comes
Save these for later. They land better once they've said yes to you.
- 1.
Can I see the full comp plan in writing, including clawbacks and accelerators?
What's in writing is what gets paid. Read it before you sign.
- 2.
Can I see the actual comp distribution for the team last year, not just the OTE?
The spread shows what most reps really take home. OTE is just the target.
- 3.
I'd be walking away from earned commission to join. Is there room for a sign-on bonus to help cover that?
Leaving money behind is a fair reason to ask. The worst answer is no.
Josh's top five questions for any sales interview →
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