Director of Channel Partnerships

Litem

United States

Hybrid

USD 149,000 - 202,000

Full time

11 days ago

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Benefits offered by this job

Competitive salary & equity

Medical/Dental/Vision coverage

Unlimited PTO

Job summary

Litem is building the future of legal tech in the United States. We’re seeking a Director of Channel Partnerships to own the agency distribution channel, source and sign new partnerships, negotiate terms, and convert signed agreements into revenue.

You will drive a full-cycle partner motion, from recruitment to enablement and growth, while negotiating favorable economics and expanding market reach in a high-growth SaaS environment.

Qualifications

5+ years in channel sales, partnerships, or full-cycle B2B sales, including time building a motion rather than inheriting one.

Responsibilities

Source, negotiate, and close partnerships with court reporting agencies, from regional shops to national providers.
Own the full partner lifecycle: recruit, contract, launch, enable, and grow.
Structure commercial terms that work for both sides, including revenue share, referral fees, bundled and white-label pricing, and multi-year commitments.
Leverage the partner enablement kit agency teams to sell Litem, covering positioning, demo flow, pricing, and objection handling.
Proactively work with colleagues and leadership to update materials and share best practices.
Co-sell with partner reps into their law firm relationships
Represent Litem at industry conferences and state association events, and bring market signal back to product.

Skills

Channel sales

Partnerships

Full-cycle sales

Revenue growth

Travel

Job description

A Note from our Founders

We started Litem because we saw a massive gap between the importance of legal work and the quality of the tools lawyers use to do it. We believe that the people protecting our legal systems deserve software that is as ambitious as they are.

A Note from our Founders

Solve real problems.

Learn new skills.

Have fun doing it.

Our philosophy on team-building is centered on passion and compassion. We look for people who are "all-in" on the mission and the craft, but we keep the human aspect front and center. You’ll find that we are high-energy and ambitious, but also grounded and understanding. We take the work seriously, but we don’t take ourselves too seriously.

If you're excited about building the future of legal tech, we’d love to have you with us.

Mitchell and Donnie

What We’re Building

We’re an early-stage team at the intersection of technology and law. We’re driven by a simple reality: legal work is vital to protecting everyday people, yet the industry’s tech is underdeveloped. With the rise of AI, we finally have the tools to change that.

The problem we’re solving:

You’ve seen it on shows like Suits where a lawyer sits across from a witness, a camera rolls, and the questioning begins. That’s a deposition. But unlike TV, the reality involves hundreds of hours of grueling preparation, manual review, and high costs. Deposition is where we started, we are expanding the platform to support the full litigation process.

Our Traction:

Processing 10k+ depositions per month across the US.

Signed enterprise clients from the AM Law 200 firms

Established distribution partnerships with leading legal services companies

Impact: We’re committed to increasing equitable access to justice through programs like Litem Essentials and the Litem Justice Initiative.

About The Role

Court reporting agencies hold something we can't buy: decades of trust with the litigators we want to reach, and a hand in the record itself. They schedule the depositions, produce the transcripts, and are often the first call a firm makes when a case moves. That makes them our most important distribution channel, and this role owns it.

As our Director of Channel Partnerships, you'll build the agency partnership motion end to end: sourcing and signing new agency partners, negotiating the commercial terms, launching them, and turning signed agreements into real revenue. We already have distribution partnerships in market, so you won't be starting from a blank page, but you will be the person who turns a handful of relationships into a repeatable program.

You'll also be selling into a moment. Agencies are under real pressure from the reporter shortage and from AI, and the ones thinking hardest about what they offer their firms in five years are the ones who want this conversation. Getting them there takes someone who can talk about their business, not just our product.

This is a full-cycle IC role.

What You’ll Do

Source, negotiate, and close partnerships with court reporting agencies, from regional shops to national providers.

Own the full partner lifecycle: recruit, contract, launch, enable, and grow.

Structure commercial terms that work for both sides, including revenue share, referral fees, bundled and white-label pricing, and multi-year commitments.

Leverage the partner enablement kit agency teams use to sell Litem, covering positioning, demo flow, pricing, and objection handling. Proactively work with colleagues and leadership to update materials and share best practices.

Co-sell with partner reps into their law firm relationships

Represent Litem at industry conferences and state association events, and bring market signal back to product.

Role Requirements

Are a self-starter, innately curious and always evolving.

Have 5+ years in channel sales, partnerships, or full-cycle B2B sales, including time building a motion rather than inheriting one.

Have driven revenue through partners, not just signed logos, with clear evidence of partner-sourced growth.

Have strong commercial sense around partner economics, including margin, revenue share, and expansion paths.

Are willing to travel for conferences, agency visits, and partner launches.

Bonus Points

Network in the court reporting, litigation support, or legal services industry.

Experience launching a partner or reseller program.

Experience selling to or through small and mid-sized service businesses, where the owner is the decision maker.

You have worked at a high-growth SaaS company before.

You have prior experience in an early-stage startup.

Familiarity or interest in the legal tech space.

Interview Process

30m introduction call

45m interview with the VP of Sales.

60m sales exercise review

75m final Interview loop

Inclusion at Litem:

We believe that the best products are built by diverse teams. Litem is an Equal Opportunity Employer and considers all qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, or veteran status. We are committed to providing reasonable accommodations for individuals with disabilities—please let us know if you need assistance during the application process.

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