Partner Manager, Alliances

ABOUT US 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. The Role You'll own Legora's relationships with a set of global and regional consulting and SI partners, working closely with their alliance leaders, practice heads, and delivery teams, and with Legora's own sales and engagement teams, to turn those relationships into successful client outcomes. We're building this program from the ground up. There's no inherited playbook, which means you'll have real say in how Legora goes to market with consulting partners, what we ask of them, and what we give them in return. You'll report to the VP of Partnerships and work closely with Sales, Engagement Management, and Legal Engineers. What You'll Do - Own strategic relationships with a portfolio of global and regional consulting and SI partners, building trusted relationships from practice leads to alliance executives. - Develop and execute joint go-to-market plans with each partner, including account mapping, pipeline generation, and co-sell motions with Legora's sales team. - Work with partners to define how they position, sell, and deliver Legora to their clients - and make sure they have what they need to do it well. - Drive partner enablement, keeping firms current as Legora's product evolves. - Track pipeline health, run business reviews, and report on partner-sourced and partner-influenced revenue. - Bring partner and market feedback back into Legora to inform product and go-to-market decisions. What You Bring - 5+ years in alliances, partnerships, or business development at an enterprise SaaS or AI company - with actual pipeline built, deals closed, and partner relationships that held up over time. - Firsthand experience with how major consulting firms or GSIs operate: how they make decisions and team with technology partners. Time spent inside one of these organizations is a plus. - Experience building a partner program rather than inheriting one. You're comfortable when the structure doesn't exist yet. - Good commercial judgment: you can build a joint value proposition, work through multi-party deal complexity, and make the right call on when to push and when to step back. - Ability to run multiple things at once - relationship, pipeline, enablement, and business review - across several partners simultaneously. - Strong communication across levels. You can hold a conversation with a managing director and turn around and run a productive working session with a field AE. - Comfort with a product that ships fast. You'll need to stay current and make sure your partners do too. - Willingness to travel regularly to support partner relationships and joint customer work across the US and Europe. Nice to have: - Background in legal tech