GTM Technology Specialist (First Hire)

Overview

You're the first GTM Technology hire at Harvey, reporting directly to James Hunsberger (Head of GTM Technology). You'll build the sales tech infrastructure for a team selling AI-powered legal platform to BigLaw firms and corporate legal departments. This is systems architecture and creative problem-solving, not just Salesforce admin work.

Role Snapshot

Company Context

Stage: Late-stage (1,082 employees suggests Series C/D+)

Size: 1,082 employees

Growth: Actively scaling GTM org, building out new functions

Market Position: AI legal tech is hot but crowded - competing against traditional legal research tools, other AI legal startups, and internal "do nothing" option

GTM Reality

Pipeline Sources:

• Likely 70-80% outbound - legal buyers are conservative, long sales cycles
• 20-30% inbound from brand/content - legal is relationship-heavy
• Some referrals from existing law firm clients

SDR/AE Structure: Unknown, but at 1K employees they likely have dedicated SDRs and segmented AE teams

SE Support: Legal tech almost certainly has SEs for technical demos and security reviews

Competitive Landscape

Main Competitors: Other AI legal tools (Thomson Reuters CoCounsel, Lexis+ AI), traditional legal research (Westlaw, LexisNexis), internal law firm AI initiatives

How They Differentiate: Purpose-built for legal workflows vs general AI tools

Common Objections: Data security/confidentiality concerns, lawyer resistance to AI, "we already have Westlaw", ROI justification

Win Themes: Speed, accuracy, designed for legal work specifically, enterprise security

What You'll Actually Do

Time Breakdown

Tool Evaluation/Building (40%) | Salesforce/CRM Work (30%) | Internal Support/Reporting (20%) | Ad Hoc Firefighting (10%)

Key Activities

• Tool Hunting & Integration: Find obscure tools that solve specific GTM problems (enrichment, sequencing, contract management). Test them, build POCs, convince stakeholders to adopt. You're expected to know tools that don't show up in normal listicles.
• Automation Building: Create Zapier/Make/n8n workflows, write Python scripts, build Salesforce flows. Automate repetitive tasks that bog down reps. Debug when they break at 2am before a board meeting.
• Dashboard & Reporting Architecture: Build the reporting infrastructure that doesn't exist yet. Design what metrics matter, create the dashboards, teach people how to read them. Expect stakeholders to ask for impossible data combinations.
• Process Design: Map out how deals should flow through stages, what data must be captured when, where handoffs happen. You're creating the playbook, not following one. This means lots of meetings with sales, CS, legal, security teams to understand their needs.

The Honest Reality

What's Hard

• You're building from scratch with limited context - no predecessor to learn from, no documentation to reference. You'll make mistakes and have to rebuild things.
• Legal tech sales have unique compliance/security requirements - everything needs audit trails, data handling is paranoid, you can't just plug in any tool.
• You're a team of one (initially) - when something breaks, you're on call. When three stakeholders want conflicting things, you negotiate. When the CFO needs pipeline data tomorrow, you pull the all-nighter.
• "Creative partner with consultant's mindset" means ambiguous projects, not clear tickets. You need to figure out what problem you're actually solving, not just implement what someone asked for.
• The "send me something crazy you built" requirement is real - they want someone who hunts for edge-case tools and builds weird solutions, not someone who implements standard tech stacks.

What Success Looks Like

• Sales reps stop complaining about manual data entry and spend more time selling
• Executive team has real-time visibility into pipeline without asking you for custom reports weekly
• GTM tools talk to each other smoothly - no more CSV exports and manual uploads
• You become the go-to person for "how do we solve this weird problem" and actually solve it with tools nobody else knew existed

Who You're Supporting

Internal Stakeholders:

• Head of GTM Technology (your boss, James) - wants systems that scale, not quick hacks
• AEs selling to law firms - need account intelligence, workflow efficiency, fewer Salesforce clicks
• SDR/BDR teams - need better prospecting tools, sequence management, activity tracking
• Sales leadership - need accurate forecasting, pipeline visibility, rep performance metrics
• Finance/RevOps - need clean data for rev rec, forecasting, board reporting

What They Care About:

• Reps: Don't slow me down, give me tools that actually help me sell
• Leadership: Accurate data, scalable processes, visibility into what's happening
• Finance: Data integrity, audit trails, nothing that messes up rev rec
• Your boss: Creative solutions, ownership, someone who can work independently without constant direction

Requirements

• Strong technical chops - can evaluate APIs, build integrations, write scripts, not just point-and-click in Salesforce
• Experience with obscure/cutting-edge tools - they specifically want someone who knows tools beyond the standard martech stack
• Systems thinking - can design workflows and processes, not just implement tickets
• Salesforce experience - probably Advanced Admin or Platform App Builder level
• Self-directed - comfortable with ambiguity, can scope projects yourself, don't need hand-holding
• Legal/regulated industry experience helpful - understand paranoid security requirements and audit trails
• Portfolio of "crazy things you built" - they're serious about seeing creative implementations