Business Development Manager, Harvey
Cloud & AI
$159.4-219.3k
OTE
Offers equity and bonus. OTE 70/30
Domain-specific AI for legal and professional services
Be an early applicant
Domain-specific AI for legal and professional services
501-1000 employees
Be an early applicant
$159.4-219.3k
OTE
Offers equity and bonus. OTE 70/30
501-1000 employees
Company mission
To help professionals develop expertise, faster.
Role
Who you are
- 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
What the job involves
- 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
- 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
- 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
- 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
- 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
Our take
The explosive popularity of generative AI tools has seen specialized solutions popping up for all kinds of industries. Hoping to help supercharge efficiency and productivity for legal teams, Harvey supplies generative AI that can assist with documentation, as well as aid research and optimize workflows.
Via natural language instructions, Harvey helps draft and analyze legal documents. It can also answer complex questions across large document sets, or even handle research queries that cover multiple domains in legal, regulatory and tax.
Its ability to support legal practitioners as if it's another member of the team is what makes Harvey particularly interesting. This approach has seen the company raise substantial funding, reaching Unicorn status in 2024. Funds are now being used to expand to new geographies, grow headcount and further collect and curate data to train more “domain-specific” AI models.
Kirsty
Company Specialist at Welcome to the Jungle
Company
Funding (last 2 of 10 rounds)
Mar 2026
$200m
LATE VC
Oct 2025
$59m
GROWTH EQUITY VC
Total funding: $1.2bn
Company HQ
Financial District, San Francisco, CA
Leadership
Winston Weinberg
(Co-Founder & CEO)Graduated with a Juris Doctor from the USC Gould School of Law, then spent 1 year as an Associate at O'Melveny & Myers before founding Harvey.
Gabe Pereyra
(Co-Founder & President)Previously worked as a Research Scientist at Meta and DeepMind. Also spent a year as a Brain Resident at Google.
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