ROLE OVERVIEW

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, working alongside Harvey’s Account Executives to support all aspects of our sales strategy. Strategic 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, Strategic 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.
Strategic Business Development Leads utilize their experience 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 to educate them on Harvey’s value via large and small group sessions as well as one-to-one conversations.

WHAT YOU’LL DO

• Engage with English- and German-speaking lawyers at existing and prospective customers to understand their workflow challenges, strategic objectives, and broader firm context — then demonstrate how Harvey’s AI solutions can 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.