Interview prep

Sales Development Representative

Harvey · New York

Apply on Harvey's site

Pay: $110K • Offers Equity
Experience: 2+ years
Motion: Inbound and outbound
Selling to: Enterprise, SMB
Level: SDR / BDR

What they'll measure you on

Quoted from the posting. Have a number ready for each one in your answers.

“Build revenue pipeline aligned with Harvey’s strategic customer profile using a variety of outbound tools and channels and a highly personalized approach”
“Source new sales opportunities through inbound and outbound outreach.”
“Achieve and exceed qualified lead targets and key sales metrics.”

Tools in this posting

Salesforce
Know how a lead becomes a contact, an account and an opportunity, and how you'd log a call and a next step.
Salesloft
Be ready to describe a cadence you'd build and how you'd decide which tasks to do first each morning.

Your prep checklist

0/7

Questions they're likely to ask

Walk me through why you want to be an SDR, and why here.
They want proof you chose this role and this company on purpose. Name something specific from their site.
Tell me about a time you got a lot of 'no's in a row. What did you do?
Rejection is the job. Show a habit that kept you going and what you changed.
How do you organize your day when you have 80 dials and 40 emails to get through?
They're checking you can plan: blocks of time, priorities, and when you review what worked.
Tell me about a goal you set and hit. How did you track it?
SDRs live by numbers. Use a real number and say how you measured progress.
What would you do in your first 30 days here?
Bring a short 30-60-90 outline. It shows you think like the job already started.
What feedback have you received that changed how you work?
SDR managers often ask about coachability. Pick something real and show the before and after.
Cold call me. You're selling our product to one of their buyers.
Outbound SDR interviews often include a role-play. Open with who you are, why you're calling, and a question.
The prospect says 'Just send me an email.' What do you say?
Acknowledge it, ask one question to make the email useful, then ask for 15 minutes.
How would you research an account before calling?
Name two or three signals: recent hiring, funding, a new leader, tech they use. Then how it changes your opener.
Write a three-sentence cold email to a VP at a target account.
Short, about them, one ask. Reference something specific.
A lead fills out a demo form at 4:55pm on Friday. What do you do?
Speed to lead matters. Say you respond within minutes and how.
How would you get into an account with 10,000 employees where we know nobody?
Multi-threading: several personas, a reason for each, and working with your AE on a plan.

Questions to ask them

What does a great first 90 days look like for an SDR here?
How are SDRs measured: meetings booked, meetings held, or pipeline created?
How do SDRs and AEs work together day to day?
What's the typical path from SDR to AE here, and how long does it take?
What does coaching look like: call reviews, role-plays, 1:1s?

Expect objections in the role-play. The objection library has word-for-word answers to the twelve most common ones.

Read the full posting

WHY HARVEY 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. We have 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. If you want to do the best work of your career alongside people who share that drive, we'd love to build with you. At Harvey, the future of professional services is being written today — and we’re just getting started. ROLE OVERVIEW As a Sales Development Representative at Harvey, you will be at the forefront of driving growth and success of our AI solutions across the legal and professional services markets. You will be responsible for supporting the Sales team in driving pipeline, qualifying and establishing relationships with inbound outreach from law and other professional services firms, as well as in-house legal teams, understanding their unique challenges, and presenting AI solutions that streamline their processes and boost work product quality. Your ability to articulate the value of Harvey's products, coupled with your passion for groundbreaking AI technologies and rigorous work ethic will help us shape the future of knowledge work. WHAT YOU'LL DO - Build revenue pipeline aligned with Harvey’s strategic customer profile using a variety of outbound tools and channels and a highly personalized approach - Source new sales opportunities through inbound and outbound outreach. - Provide data-driven insights to inform sales strategies. - Manage and distribute inbound leads, ensuring prompt follow-up. - Qualify leads through tailored evaluations, including product demonstrations. - Support Account Executives with administrative tasks to ensure smooth sales procedures. - Contribute to developing our sales playbook and document learnings. - Achieve and exceed qualified lead targets and key sales metrics. WHAT YOU HAVE - 1-2+ years of experience in a fast-growing startup, preferably in sales development or project management. - Strong executive presence and comfort presenting to sophisticated executive buyers. - Independent, driven, and approach work with rigor and thoughtfulness. - Ability to convey technical concepts to non-technical audiences. - Proficient with Salesforce, Salesloft, and reporting tools. - Collaborative team player able to work across internal functions. - Passionate about Harvey’s mission with a strong understanding of AI applications in knowledge work. - Interest in the legal profession; experience in the legal industry is a plus but not required. COMPENSATION $110,000 OTE, 80/20 split DEPENDING ON YOUR LOCATION, AN APPLICANT PRIVACY NOTICE MAY APPLY TO YOU. YOU CAN FIND ALL OF OUR APPLICANT PRIVACY NOTICES [HERE https://www.notion.so/harveyai/Harvey-Candidate-Privacy-Policies-319ac3fcdd7a803bb807d5094f249922]. #LI-JL1 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

From Harvey's public job board. Details can change; the company's posting is the source of truth.