Channel Partner Growth Director – eDiscovery SaaS

TransPerfect; Atlanta (GA); On-site; USD 140,000 - 200,000; Full time

Job summary

Reef Discovery is seeking a Director of Business Development – Channel Partner Sales to identify, recruit, onboard, and grow a partner network that drives revenue for the Reef Discovery platform. You will lead channel partner strategy, enablement, and relationships across law firms, corporations, and service providers.

The ideal candidate brings 6–10 years in channel partner sales within SaaS or tech, with eDiscovery or LegalTech experience preferred, and is capable of managing complex

Qualifications

• Minimum Bachelor's degree or equivalent; JD or legal background is a plus.
• 6–10 years of sales experience with significant channel partner focus.
• Prior eDiscovery, legal tech, or LegalTech experience preferred.
• Proven ability to recruit, develop, and manage channel partner relationships.
• Demonstrated track record of meeting or exceeding channel revenue targets.
• Deep understanding of the eDiscovery ecosystem across law firms, corporations, and service providers.
• End-to-end sales lifecycle experience from partner identification to closure.
• Excellent written and verbal English communication; able to present to legal and technical audiences.
• Willingness to travel domestically and internationally.

Responsibilities

• Identify, target, and recruit prospective channel partners including service providers, law firms, and resellers.
• Develop and execute a structured partner recruitment strategy via events, referrals, networks, and outreach.
• Negotiate and execute partner agreements (reseller, referral, co-sell).
• Onboard partners with enablement covering platform capabilities and sales practices.
• Serve as primary relationship owner and strategic advisor for channel partners.
• Maintain long-term partner relationships with strong support and market knowledge.
• Regularly review partner performance, address challenges, and identify growth opportunities.
• Develop joint business plans and go-to-market strategies with key partners.
• Build and manage a partner-sourced pipeline; coordinate with direct sales for co-sell opportunities.
• Collaborate with Product, Marketing, and Customer Success; represent Reef Discovery at industry events.

Skills

Channel partner sales

Sales experience

English communication

Problem solving

Analytical skills

Willingness to travel

Education

Bachelor's degree or equivalent

JD or legal background a plus

Job description

Reef Discovery is seeking a Director of Business Development – Channel Partner Sales to identify, recruit, onboard, and grow a partner network that drives revenue for the Reef Discovery platform. You will lead channel partner strategy, enablement, and relationships across law firms, corporations, and service providers.

The ideal candidate brings 6–10 years in channel partner sales within SaaS or tech, with eDiscovery or LegalTech experience preferred, and is capable of managing complex