Director, Channel Partnerships - AI eDiscovery

TransPerfect; Los Angeles (CA); On-site; USD 120,000 - 220,000; Full time

Benefits offered by this job

Competitive base salary

Uncapped commissions

Channel incentive programs

Cutting-edge AI-powered tech

Job summary

Reef Discovery is seeking a Director of Business Development – Channel Partner Sales to build and scale a partner network that drives revenue for its eDiscovery platform. You will recruit, onboard, and manage channel partners such as legal tech resellers and service providers, while shaping GTM strategies and joint business plans.

You will recruit, enable, and support partners, drive revenue targets, and collaborate with Product, Marketing, and Customer Success to ensure compelling collateral

Qualifications

• Minimum Bachelor’s degree or equivalent; JD or legal background a plus.
• 6–10 years of sales experience, with focus on channel partner sales, business development, or partner management in SaaS/tech.
• Prior eDiscovery, LegalTech, or related industry experience strongly preferred.
• Proven ability to recruit, develop, and manage productive channel partner relationships.
• Demonstrated track record of meeting or exceeding channel revenue targets.
• Deep understanding of the eDiscovery ecosystem and players across law firms, corporations, and service providers.
• Proven sales lifecycle experience—from partner identification to deal closing.
• Excellent written and verbal English communication skills.
• Willingness to travel domestically and internationally for partner meetings and events.

Responsibilities

• Identify, target, and recruit prospective channel partners including eDiscovery service providers and resellers.
• Develop and execute a structured partner recruitment strategy leveraging events, referrals, networks, and outreach.
• Negotiate and execute partner agreements (reseller, referral, co-sell).
• Onboard new partners with enablement programs on platform capabilities and sales best practices.
• Serve as primary point of contact and strategic advisor for all channel partners.
• Cultivate long-term partner relationships with exceptional support and market knowledge.
• Conduct regular business reviews with partners to assess performance and opportunities.
• Develop joint business plans and go-to-market strategies with key partners.
• Build and manage a partner-sourced pipeline across stages of the sales cycle.
• Collaborate with direct sales on co-sell opportunities and avoid channel conflict.
• Manage pricing, deal registration, and contractual issues per policy.
• Develop understanding of Reef Discovery platform capabilities and ROI story for partners.

Skills

Channel partner sales

SaaS/Tech sales

eDiscovery experience

Partner recruitment

Deal closing

English communication

Travel willingness

Bachelor's degree

JD or legal background

Education

Bachelor's degree

JD (optional)

Job description

Reef Discovery is seeking a Director of Business Development – Channel Partner Sales to build and scale a partner network that drives revenue for its eDiscovery platform. You will recruit, onboard, and manage channel partners such as legal tech resellers and service providers, while shaping GTM strategies and joint business plans.

You will recruit, enable, and support partners, drive revenue targets, and collaborate with Product, Marketing, and Customer Success to ensure compelling collateral