Role OverviewThe Business Development team leads Harvey's partnerships with the cloud hyperscalers, frontier AI labs, inference providers, data suppliers, and emerging open source ecosystem. These are multi-dimensional relationships: the same companies we build with are also the ones we build on and go to market alongside.
Our work spans commercial deal structuring, co-selling, co-development, and co-marketing, working cross-functionally with Finance, Research, Product, Sales, Marketing, and other teams across the company. As a member of the Cloud & AI team, you will help drive strategic partner initiatives and engagement ranging from new model releases and product launch announcements to commercial agreements and co-marketing campaigns, and own the tactical execution that follows: activating commercial marketplaces, unlocking channel GTM opportunities, accelerating field enablement, and supporting day-to-day requests. It is a unique opportunity that gives you a front row seat to how fast-growing AI companies work together to drive mutual growth.
This is a zero to one builder role on a team that will grow alongside the partner portfolio. You will be tasked with working across a wide range of programs and initiatives, including standing up new operational processes and ongoing partner reporting. Much of what this role touches does not have a defined playbook yet. The ideal candidate is a strong operator who can bring structure to complex partnerships, move comfortably between strategic work and hands-on execution, and build programs that scale as the team grows.
What You'll DoPartner Relationship & Commercial Management- Serve as a go-to resource for multiple cloud, frontier lab, and inference & data partners, and act as a consistent point of contact across internal and external teams
- Run regular partner business reviews and joint planning sessions, including quarterly goal setting and executive involvement
- Support commercial negotiations, including business case development and deal structuring, working closely with Finance, Product, and Research through to signature
- Track partner activity, program performance, and progress against joint plans, and provide clear updates to stakeholders
Joint Go-to-Market & Co-Selling- Run the co-sell motion with select partners: drive partner-sourced and partner-influenced revenue by designing plays that build momentum with field teams (account mapping, deal registration, pipeline reviews, and alignment with Harvey's sales org)
- Activate and operate Harvey's presence on commercial cloud marketplaces, including listings, private offers, and the operational workflows behind them
- Support Harvey's sales team on individual partner-supported opportunities by bringing in the right partner contacts, unlocking partner resources, and clearing blockers
- Build enablement materials for both sides: partner-facing Harvey narratives, and internal guides on how to sell with each partner
Co-Development & Co-Marketing- Coordinate joint technical programs with partners, connecting Harvey's Research and Product teams with their counterparts and keeping feedback moving in both directions
- Support product launch co-announcements, lining up timing, messaging, and approvals across Harvey Marketing and partner communications teams
- Launch joint marketing programs with partners: case studies, webinars, events, and co-branded content
- Maximize Harvey's standing in partner programs to unlock funding, technical resources, and go-to-market support
Building the Function- Contribute to the operational foundation of the team, including portfolio tracking, partner plans, pipeline reporting, and regular reporting cadences with leadership
- Develop repeatable processes and internal frameworks for how partnerships are evaluated, launched, and reviewed, so that programs stay scalable as the team grows
- Keep internal teams across Sales, Product, Research, Marketing, and Finance current on partner activity through regular updates and business reviews
- Take on new scope as the partner portfolio and the team expand over time
What You Have- 5+ years of professional experience in partnerships, alliances, sales, business development or corporate development, ideally at a high-growth company where programs were in their infancy and the partner motion was still being built
- Experience structuring or managing complex alliances or partnerships, including commercial negotiations
- Experience or knowledge of commercial marketplaces, including listings, private offers, and deal transaction mechanics
- Track record of sourcing or influencing revenue through partner channels, ideally with ownership of a pipeline or revenue target
- Experience across co-selling, co-marketing, and co-development, with a feel for the nuanced dynamics of partners who are suppliers, channels, and product enablers
- Understanding of the AI ecosystem: the major cloud providers and frontier labs, how models are served and priced, and the emerging players across each market
- Strong program management skills, including the ability to manage multiple workstreams, establish clear owners and timelines, and lead initial ideation through execution
- Excellent written and verbal communication skills with the ability to synthesize complex information and communicate clear recommendations to executives
- Comfort with ambiguity and a bias toward building when there's no existing process to follow, and the ability to influence without authority across teams
Compensation$159,400 - $219,250 USD OTE 70/30
Depending on your location, an Applicant Privacy Notice may apply to you. You can find all of our Applicant Privacy Notices here.#LI-TA1
