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About the Role

Harvey is seeking a hands-on leader to design and own the Go-To-Market (GTM) incentive strategy for its sales organization. This role involves creating the incentive architecture, including plans, quotas, and payouts, to motivate and reward sellers, aligning with the revenue strategy. It's a design-first, high-ownership position requiring the establishment of compensation philosophy, plan building, and the implementation of modeling and governance for fairness, motivation, and scalability.

Responsibilities

Own the end-to-end design of GTM incentive compensation across pre- and post-sales organizations.
Build models to forecast plan cost, incentive ROI, and attainment distribution.
Run scenario analysis to stress-test designs and diagnose existing plans.
Partner with Compensation Business Partner to align OTE, pay mix, and leverage to market benchmarks and internal equity.
Set and communicate the compensation philosophy, producing executive-ready narratives on plan performance and risk.
Educate GTM leaders and sellers on how plans drive desired behavior.
Architect plan mechanics that scale with hypergrowth, including quota structures, accelerators, multipliers, and SPIFFs.
Translate GTM strategy changes into comp plan updates with speed and accuracy.
Partner with the compensation admin team on the ICM platform, quota-to-payout reconciliation, payout automation, and real-time earnings visibility.
Establish the governance layer, including plan documentation, cross-functional approval workflows, version control, and audit-ready practices.
Lead dispute resolution with clear SLAs and consistent outcomes.
Partner with Finance on translating goals to outcomes and subsequent incentive strategy.

Requirements

10+ years in sales/incentive compensation design, revenue operations, or a closely related field.
Demonstrated experience owning plan design at scale in a B2B SaaS environment.
Deep, hands-on expertise designing incentive structures for sales organizations.
Strong analytical and modeling skills, with the ability to structure ambiguous questions and work with incomplete data.
Proven ability to influence senior stakeholders across Sales, Finance, People, and Legal.
Comfort operating autonomously as a leader and function owner.
Experience in high-growth or hypergrowth organizations is a plus.
Experience with consumption- or usage-based pricing dynamics is a plus.
Experience in AI / legal technology is a plus.

Skills

Incentive compensation design
Revenue operations
Sales incentive structures
Accelerators
SPIFFs
Overlays
Co-sell frameworks
Analytical skills
Modeling skills
Communication skills
Judgment
Data-backed recommendations
Leadership
Function ownership
ICM platform management
Quota-to-payout reconciliation
Payout automation
Real-time earnings visibility
Governance establishment
Plan documentation
Cross-functional collaboration
Version control
Audit-ready practices
Dispute resolution

Experience Level

10+ years

Salary/Compensations

$212,000 - $318,000 USD

About the Company

Harvey is transforming how legal and professional services operate by combining frontier agentic AI, an enterprise-grade platform, and deep domain expertise.
The company is reshaping how critical knowledge work gets done.
Harvey offers a rare chance to help build a generational company at a true inflection point.
With 2400+ customers in 70+ countries, strong product-market fit, and world-class investor support, Harvey is scaling fast and defining a new category.
The team moves fast, takes ownership, and is deeply committed to the mission, operating with intensity, staying close to customers, and pushing for excellence.
Harvey's values are Decisiveness, Simplicity, and Job's Not Finished.
The future of professional services is being written at Harvey.

Equal Opportunity

Harvey is an equal opportunity employer and does not discriminate on the basis of race, gender, sexual orientation, gender identity/expression, national origin, disability, age, genetic information, veteran status, marital status, pregnancy or related condition, or any other basis protected by law.
We are committed to providing reasonable accommodations to applicants with disabilities, and requests can be made by emailing accommodations@harvey.ai.