Director, Cloud & AI Partnerships (AI)

TL;DR

Director, Cloud & AI Partnerships (AI): Owning relationships with key cloud and AI platform partners to build co-sell motions and marketplace presence with an accent on joint GTM plans and pipeline development. Focus on designing high-performing partnership strategies from scratch and aligning partner activities with commercial goals.

Location: On-site in New York City

Compensation: $431.8K – $508K OTE + Equity

Company

Legora is an AI-native workspace for legal professionals that has scaled to $100M+ ARR, serving over 1,000 customers globally.

What you will do

• Build and manage strategic relationships with alliance, co-sell, and field teams of key cloud and AI platform partners.
• Establish and run co-sell motions, including account mapping and joint pipeline development.
• Oversee marketplace listings and transactable presence to ensure discoverability and ease of purchase.
• Develop joint go-to-market plans, including demand generation and executive alignment.
• Collaborate with Sales to integrate cloud partnerships into active deals to accelerate closing.
• Analyze partner-sourced pipeline and marketplace data to prioritize strategic investments.

Requirements

• 8+ years of experience in cloud alliances, hyperscaler partnerships, or strategic technology partnerships at an enterprise SaaS or AI company.
• Proven track record of building co-sell motions that directly generate sales pipeline.
• Deep knowledge of cloud/AI partner programs, co-sell mechanics, and marketplace economics.
• Experience working cross-functionally with Sales, Product, and Marketing teams.
• Strong executive presence and ability to build credibility with senior stakeholders.
• Ability to build functions from scratch in a high-growth, fast-paced environment.

Nice to have

• Experience in legal tech or selling to professional services buyers.
• Previous experience working on the partner side at a major cloud or AI platform.
• Familiarity with co-sell incentive programs and marketplace transaction structures.

Culture & Benefits

• Comprehensive health package including Medical, Dental, and Vision (Aetna, Kaiser Permanente, MetLife).
• Financial security with 401(K) company match and life insurance.
• Family support through generous parental leave and Maven Clinic access.
• Work-life balance with unlimited PTO and pre-tax commuter benefits.
• Office perks including a daily provided lunch at the Union Square office.