Channel Sales Director – eDiscovery Partnerships

TransPerfect; Washington (District of Columbia); On-site; USD 120,000 - 180,000; Full time

Benefits offered by this job

Competitive base salary

Uncapped commission

Channel incentive programs

AI-powered eDiscovery technology

Job summary

Reef Discovery in Washington, DC is seeking a Director of Business Development – Channel Partner Sales to build and manage a partner network that drives revenue for our eDiscovery platform. You will recruit, onboard, and enable channel partners, develop joint GTM plans, and collaborate with Product and Marketing to maximize growth.

The ideal candidate has 6–10 years of channel partner sales experience in SaaS or tech, a proven track record of meeting revenue targets, and strong relationship

Qualifications

• Minimum 6–10 years of sales experience with channel partner focus
• Prior eDiscovery, legal tech, or SaaS channel experience preferred
• Proven ability to recruit, develop, and manage channel partner relationships
• Excellent written and verbal English communication skills

Responsibilities

• Identify, recruit, and onboard channel partners including eDiscovery service providers and resellers
• Develop structured partner recruitment strategies leveraging events, referrals, and outreach
• Negotiate and execute partner agreements (reseller, referral, co-sell)
• Onboard partners with enablement on platform capabilities and sales best practices
• Collaborate with Product, Marketing, and Customer Success to align go-to-market plans
• Maintain long-term partner relationships and conduct regular business reviews
• Build and manage a partner-sourced pipeline and drive revenue targets
• Work with direct sales on co-sell opportunities and pricing alignment
• Represent Reef Discovery at industry events and conferences

Skills

Channel partner sales

SaaS sales

Strategic partnerships

Business development

Sales cycle management

Negotiation

English communications

Travel ability

Education

Bachelor's degree or equivalent

Tools

CRM (Salesforce)

Job description

Reef Discovery in Washington, DC is seeking a Director of Business Development – Channel Partner Sales to build and manage a partner network that drives revenue for our eDiscovery platform. You will recruit, onboard, and enable channel partners, develop joint GTM plans, and collaborate with Product and Marketing to maximize growth.

The ideal candidate has 6–10 years of channel partner sales experience in SaaS or tech, a proven track record of meeting revenue targets, and strong relationship