Cognitive Collective

Helping you find your next career in AI. Learn more about the job board on the Scale blog.

Are you a scaling AI startup? Email maxwell@scalevp.com to be added to our board.
132
companies
2,128
Jobs

Strategic Business Development Lead

Harvey

Harvey

Sales & Business Development
New York, NY, USA
Posted on Thursday, January 18, 2024

Why Harvey:

  • Harvey will be a category-defining company for the application layer built on top of foundation models like GPT-4.
  • Exceptional product market fit: multiple multi-million dollar deals with the largest professional service providers (e.g. PwC) and the largest law firms on Earth (e.g. Allen & Overy).
  • Massive demand: 15,000 law firms on our waitlist.
  • World-class team: ex-DeepMind, Google Brain, FAIR, Tesla Autopilot. Former founding engineers at $1B+ startups like Superhuman and Glean.
  • Work directly with OpenAI to build the future of generative AI and redefine professional services.
  • Top of market cash and equity compensation.

Role:

Harvey’s Strategic Business Development Leads are skilled lawyers from top-tier law firms who apply their legal experience to ensure that current and prospective customers understand how Harvey’s solutions enhance specific day-to-day workflows, partnering alongside Harvey’s Account Executives, Account Managers, and Customer Success Managers. Business Development Leads build consultative relationships with law firm partners and associates and in-house attorneys at private equity firms and Fortune 500 companies, becoming trusted advisors on how Harvey’s AI solutions can make them more effective.

Similar to how Solutions Architects secure the “technical win” in the sales process, Business Development Leads secure the “legal win” by performing in-depth customer discovery and education on Harvey’s solutions through targeted meetings and demos that resonate with the customer’s day-to-day workflows specific to their legal practice area.

Business Development Leads utilize their expertise in practicing law and their legal mindset to ask thoughtful questions to understand the needs of law firm and in-house attorneys, develop credibility, and then partner with Account Executives, Account Managers, and Customer Success Managers to educate them on Harvey’s value via large and small group sessions as well as one-to-one conversations.

Responsibilities:

  • Engage with lawyers at existing and prospective customers to understand and address their workflow challenges, and then explain and demonstrate the value of Harvey’s AI solutions to address them.

  • Establish yourself as a credible expert in solving customers’ specific legal problems (e.g. researching public and private databases for certain types of information, drafting and analyzing contractual provisions and whole documents, analyzing briefs and filings, corporate governance, conducting due diligence).

  • Lead product demonstrations tailored to the context of various law firm practice groups and in-house legal teams, asking questions to validate how Harvey can add value and then showcasing Harvey’s features and benefits relevant to each prospective client’s potential use cases.

  • Partner with the marketing team to develop content that will resonate with lawyers, tailored to the unique needs of their practice areas and client types.

  • Act as the “Voice of the Customer,” using your legal perspective to help the broader sales team to develop and implement more effective strategies and synthesize customer feedback for the product team through a legal lens.

  • Tailor the introduction of new solutions to specific customer needs.

  • Further the market perception of Harvey as uniquely credible, substantive, and helpful in applying its AI solutions to make lawyers better at their jobs.

  • Conduct research and analysis on customers and competitors.

Qualifications:

  • JD or equivalent legal qualification.

  • At least 3 years of experience practicing law at a top-tier law firm (Vault 50 or equivalent), preferably with a corporate law or litigation focus.

  • Executive engagement skills and presence, with an ability to establish strong relationships with key decision makers and build credibility at all levels.

  • Outstanding presentation skills to both legal and executive audiences, whether impromptu on a whiteboard or using presentations and demos.

  • Strong understanding of legal processes and challenges faced by legal professionals.

  • Curiosity about AI’s potential to transform the legal industry.

  • Sales or customer-facing experience, including law firm business development and/or secondment, is a plus, as is experience directly managing law firm client matters and client relationships.

Compensation:

The expected range of compensation for this role is between $200,000 and $350,000. Additionally, this role is eligible to participate in our equity plan. The successful candidate’s starting salary will be determined based on non-discriminatory factors such as skills, experience, and geographic location.