Why This Job is Featured on The SaaS Jobs
This role is featured because it sits at a core leverage point in modern enterprise SaaS: the intersection of a product company and the cloud and AI platforms that shape distribution, technical architecture, and buyer trust. With major hyperscalers and AI labs acting as both partners and competitive reference points, alliance leadership becomes a strategic function rather than a channel add on.
For a SaaS career, the long-term value is in learning how partnerships compound. The work naturally spans co-sell mechanics, integration driven differentiation, and the operational discipline of joint business planning and KPI management. Experience coordinating Product, Engineering, Sales, and Marketing around external roadmaps is highly portable across SaaS companies that rely on ecosystems to accelerate adoption and reduce friction in enterprise procurement.
This position tends to suit professionals who prefer influence through structured relationships and cross functional alignment, and who can switch between executive level stakeholder management and practical program building. It also fits someone comfortable translating technical integration considerations into commercial outcomes, where credibility with both internal builders and external platform teams matters.
The section above is editorial commentary from The SaaS Jobs, provided to help SaaS professionals understand the role in a broader industry context.
Job Description
Why Harvey
At Harvey, we’re transforming how legal and professional services operate — not incrementally, but end-to-end. By combining frontier agentic AI, an enterprise-grade platform, and deep domain expertise, we’re reshaping how critical knowledge work gets done for decades to come.
This is a rare chance to help build a generational company at a true inflection point. With 1000+ customers in 60+ countries, strong product-market fit, and world-class investor support, we’re scaling fast and defining a new category in real time. The work is ambitious, the bar is high, and the opportunity for growth — personal, professional, and financial — is unmatched.
Our team is sharp, motivated, and deeply committed to the mission. We move fast, operate with intensity, and take real ownership of the problems we tackle — from early thinking to long-term outcomes. We stay close to our customers — from leadership to engineers — and work together to solve real problems with urgency and care. If you thrive in ambiguity, push for excellence, and want to help shape the future of work alongside others who raise the bar, we invite you to build with us.
At Harvey, the future of professional services is being written today — and we’re just getting started.
Role Overview
Harvey's competitive moat deepens every time we tighten our integration with the platforms at the cutting edge of AI. The cloud hyperscalers and frontier AI labs are unique players in our space — they are simultaneously distribution partners, co-development collaborators, co-investment vehicles, and co-marketing amplifiers. We need a leader who understands how to work these relationships across every dimension and turn them into durable, compounding advantages for Harvey.
As Business Development Lead, Cloud & AI, you will own Harvey's relationships with the major cloud providers (AWS, Microsoft/Azure) and AI labs — driving joint go-to-market, co-product development, co-investment, and co-marketing initiatives. You will manage a team of dedicated partner managers and work cross-functionally with Product, Engineering, Marketing, and Sales to ensure these alliances deliver outsized commercial and strategic value.
What You'll Do
Alliance Strategy & Relationship Management
Define and execute Harvey's cloud and AI alliance strategy, ensuring alignment with company-wide product and growth priorities
Own the executive-level relationships with key cloud providers (AWS, Microsoft) and AI labs; serve as the primary point of contact for joint planning and escalation
Develop and maintain joint business plans with each strategic partner, with clear objectives around pipeline, revenue, product integration, and brand amplification
Track competitive dynamics across the cloud/AI ecosystem and advise leadership on partnership opportunities and threats
Co-Product Development & Integration
Partner with Harvey's Product and Engineering teams to drive technical integrations, joint solution development, and marketplace listings with cloud and AI partners
Identify and advance co-investment opportunities — credits programs, joint development funds, and strategic investment vehicles that strengthen Harvey's position
Ensure Harvey maximizes its standing in partner programs (e.g., AWS ISV Accelerate, Microsoft ISV Success) to unlock technical resources, funding, and GTM support
Co-Marketing & Co-Selling
Build and execute joint marketing programs with cloud and AI partners — case studies, webinars, events, analyst engagements, and co-branded content
Drive co-selling motions with cloud partner sales teams, creating alignment between their field sellers and Harvey's direct sales organization
Develop incentive structures and deal registration workflows that make it easy for partner field teams to bring Harvey into their accounts
Team Leadership & Scaling
Recruit, develop, and retain a team of dedicated partner managers (Microsoft, AI Labs, AWS); set clear goals and create a culture of ownership and strategic thinking
Build repeatable frameworks for managing complex, multi-dimensional technology alliances
Represent cloud and AI partners internally — ensuring their roadmaps, programs, and incentives are factored into Harvey's product and GTM planning
Provide regular reporting to leadership on alliance health, co-sell pipeline, and strategic program milestones
What You Have
7–10+ years of experience in technology alliances, cloud partnerships, or strategic business development within enterprise SaaS, AI/ML, or platform ecosystems
Proven track record of managing multi-dimensional partnerships with cloud hyperscalers (AWS, Azure/Microsoft, GCP) or AI labs — across co-sell, co-build, and co-market motions
Strong technical fluency: you can engage credibly with product and engineering teams on integration architecture, API strategy, and platform capabilities
Experience managing and developing teams of 3–5+ across alliance management and partner development functions
Strong executive presence with the ability to build trusted relationships with VP+ stakeholders at major technology companies
Analytical rigor — you are comfortable defining KPIs, building business cases for partnership investments, and using data to drive decisions
Startup sensibility: you thrive in ambiguity, move fast, and are comfortable building alliance programs from scratch in a high-growth environment
Compensation
$240,000-$360,000 70/30 OTE
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Harvey is an equal opportunity employer and does not discriminate on the basis of race, gender, sexual orientation, gender identity/expression, national origin, disability, age, genetic information, veteran status, marital status, pregnancy or related condition, or any other basis protected by law.
We are committed to providing reasonable accommodations to applicants with disabilities, and requests can be made by emailing accommodations@harvey.ai
