Business Development Manager, Cloud & AI

Harvey•San Francisco, CA

1d•$159,400 - $219,250

About The Position

The Business Development Manager will help manage Harvey’s partnerships with cloud hyperscalers, frontier AI labs, inference providers, data suppliers, and the open-source ecosystem. The role spans commercial deal structuring, co-selling, co-development, and co-marketing, working across Finance, Research, Product, Sales, Marketing, and other teams. As part of the Cloud & AI team, the manager will drive partner initiatives and engagement, from model releases and product launch announcements to commercial agreements and joint marketing campaigns. The role also owns tactical execution such as activating commercial marketplaces, unlocking channel go-to-market opportunities, enabling field teams, and supporting day-to-day partner requests. This is a builder role on a growing team, with responsibility for establishing operational processes, tracking partner activity, and creating ongoing reporting. The position combines strategic partnership work with hands-on execution and requires creating repeatable programs and structures where established playbooks may not exist.

Requirements

At least 5 years of professional experience in partnerships, alliances, sales, business development, or corporate development.
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 an understanding of partners that serve as suppliers, channels, and product enablers.
Understanding of the AI ecosystem, including major cloud providers and frontier labs, how models are served and priced, and emerging market participants.
Strong program management skills, including managing multiple workstreams, establishing owners and timelines, and leading work from ideation through execution.
Excellent written and verbal communication skills, including synthesizing complex information and communicating clear recommendations to executives.
Comfort with ambiguity, a bias toward building without an existing process, and the ability to influence teams without authority.

Nice To Haves

Experience at a high-growth company where programs were in their infancy and the partner motion was still being built.

Responsibilities

Serve as a primary resource and point of contact for multiple cloud, frontier lab, inference, and data partners 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, in collaboration with Finance, Product, and Research through signature.
Track partner activity, program performance, and progress against joint plans, and provide clear stakeholder updates.
Lead co-selling motions with select partners to drive partner-sourced and partner-influenced revenue through account mapping, deal registration, pipeline reviews, and alignment with Harvey’s sales organization.
Activate and operate Harvey’s commercial cloud marketplace presence, including listings, private offers, and associated operational workflows.
Support individual partner-backed sales opportunities by connecting the sales team with partner contacts, resources, and support, and by clearing blockers.
Build partner-facing Harvey narratives and internal guides that help teams sell with each partner.
Coordinate joint technical programs, connecting Harvey’s Research and Product teams with partner counterparts and facilitating feedback in both directions.
Support joint product-launch announcements by coordinating timing, messaging, and approvals with Harvey Marketing and partner communications teams.
Launch joint partner marketing programs, including case studies, webinars, events, and co-branded content.
Improve Harvey’s standing in partner programs to unlock funding, technical resources, and go-to-market support.
Build the team’s operational foundation, including portfolio tracking, partner plans, pipeline reporting, and regular leadership reporting cadences.
Develop repeatable processes and internal frameworks for evaluating, launching, and reviewing partnerships.
Keep teams across Sales, Product, Research, Marketing, and Finance informed about partner activity through regular updates and business reviews.
Take on new areas of responsibility as the partner portfolio and team expand.