Business Development Manager, Cloud & AI

ROLE OVERVIEW

The 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 DO

PARTNER 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 https://harveyai.notion.site/Harvey-Candidate-Privacy-Notices-319ac3fcdd7a803bb807d5094f249922?pvs=74.

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