Director, Cloud & AI Partnerships
External
Legora · New York CityPrepare for this interview
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About the role
Legora is redefining how legal work gets done. Not built for lawyers, built with them. We work alongside the world's best legal teams, who expect excellence, precision, and speed, and we hold ourselves to the same bar. Our AI-native workspace lets legal professionals move faster, think more clearly, and operate with sharper precision. By analysing thousands of documents in minutes and powering end-to-end workflows, we cut through complexity, teams can focus on what matters: judgment, strategy, and outcomes. 1,000+ customers across 50+ countries trust us, including Cleary Gottlieb, Goodwin, Linklaters, White & Case, Dentons, and Barclays. We've scaled to $100M+ in ARR , with teams across Europe, North America and APAC, and continue to expand through acquisitions including Qura, Walter AI and Graceview. We partner with world-class performers: including Aaron Judge and the New York Yankees, Ludvig Åberg (and his caddie), and campaigns featuring Jude Law. Joining Legora means three things. We lean in: ownership over titles, outcomes over intentions. We fight for excellence: high standards, direct, ego-free feedback. We grow together: as a team and with our customers. Mission before ego. Everyone contributes. No one coasts. If you're driven by impact, pace, and raising the bar. This is the place. As Director, Cloud & AI Partnerships, you'll own Legora's relationships with our key cloud and AI platform partners. That means building the co-sell motion with their field teams, managing our marketplace presence, and making sure Legora is the product they reach for when a legal use case comes up. You'll work closely with Legora's sales team to bring cloud partnerships into live deals, and with Product to make sure our platform integrations support the story we're telling. This is a new function at Legora. You'll set the strategy, build the relationships, and figure out what a high-performing cloud partnership actually looks like for a company at our stage. You'll report to the VP of Partnerships.
Responsibilities
- Own Legora's relationships with key cloud and AI platform partners, building strong working relationships with their alliance, co-sell, and field teams.
- Build and run the co-sell motion including account mapping with cloud field reps, joint pipeline development, and making sure Legora is positioned and enabled within the partner's sales teams.
- Manage Legora's marketplace listings and transactable presence, ensuring we're discoverable and easy to buy through the channels our customers prefer.
- Develop joint go-to-market plans with each partner, including demand generation programs, field engagement, and executive alignment.
- Work with Sales to bring cloud partnerships into active deals where partner involvement accelerates the close.
- Track partner-sourced pipeline, marketplace transactions, and co-sell activity, and use that data to prioritize where we invest.
- Bring the outside in and share what you're hearing from cloud partners back into Product and GTM to inform how we build and position.
- What You Bring
- 8+ years in cloud alliances, hyperscaler partnerships, or strategic technology partnerships at an enterprise SaaS or AI company.
- A track record of building co-sell motions that actually generated pipeline - not just relationships, but deals.
- Deep familiarity with how cloud and AI platforms operate: their partner programs, co-sell mechanics, marketplace economics, and how their field teams make decisions.
- Experience working cross-functionally with Sales, Product, and Marketing to align partner strategy with commercial goals.
- Strong executive presence and the ability to build credibility quickly with senior partner stakeholders.
- Comfort building from scratch in a high-growth environment where you're expected to set direction, not just execute a playbook.
Requirements
- Experience in legal tech or selling into professional services buyers.
- Time spent on the partner side at a major cloud or AI platform - understanding how they evaluate and prioritize ISV relationships.
- Familiarity with marketplace transaction structures and co-sell incentive programs.
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