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.
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