Head of Channel Partnerships

Chamelio; Oregon; Hybrid; USD 180,000 - 260,000; Full time

Job summary

Chamelio is seeking a Head / VP of Channel Partnerships to build and scale a partner ecosystem that drives a qualified pipeline and revenue for its AI-powered Legal Intelligence Platform. This is a strategic leadership role with a hands-on approach.

You will identify partners, recruit and enable them, shape the go-to-market plan, negotiate terms, and work closely with sales leadership to ensure predictable growth and measurable outcomes.

Qualifications

• Proven experience building and scaling channel partnerships or partner-led revenue programs in B2B SaaS/enterprise software.
• Demonstrated ability to generate partner-sourced pipeline and revenue with owned targets.
• Strategic thinker who prioritizes high-value partnerships and clear go-to-market plans.
• Strong negotiation skills and ability to structure mutually beneficial terms.
• Excellent stakeholder management and cross-functional collaboration.

Responsibilities

• Build the partner strategy and identify strategic partners aligned to Chamelio's platform.
• Develop and maintain strategic relationships with legal tech providers and service partners.
• Own partner-sourced revenue and drive qualified pipeline, deals, and closed revenue.
• Negotiate terms and structure partnerships to enable long-term growth.
• Recruit, onboard, enable, and manage partners; coordinate with sales for opportunity management.
• Establish processes with sales for ownership, deal registration, and revenue attribution.
• Create programs to keep partners engaged and productive; measure pipeline and conversion.
• Scale the channel with playbooks, tools, and repeatable processes.

Skills

Channel leadership

Revenue track record

Strategic thinking

Commercial expertise

Relationship builder

Hands-on execution

Cross-functional collaboration

Data-driven mindset

Startup mentality

Communication

Job description

About Chamelio:

Chamelio is revolutionizing legal tech with an AI-powered Legal Intelligence Platform trusted by some of the world's fastest-growing companies. We help in-house legal teams accelerate negotiations, reduce risk, and unlock institutional knowledge through automated workflows.

The Role

We're looking for a Head / VP of Channel Partnerships to build and scale a high-performing partner ecosystem that drives a qualified pipeline and measurable revenue for Chamelio.This is a strategic leadership role with a hands-on approach. You'll identify the right partners, develop compelling commercial relationships, and turn partnerships into a repeatable revenue engine. From legal technology providers and consultants to implementation partners and strategic alliances, you'll determine where Chamelio can create the most value and build relationships that deliver results.We're not looking for someone who simply signs partnership agreements. We want a builder who knows how to turn relationships into opportunities, opportunities into revenue, and early wins into a scalable channel strategy.You'll work closely with our sales team and leadership to shape Chamelio's partner strategy and play a critical role in our next phase of growth.

What You'll Do

• Build the partner strategy: Identify, evaluate, and prioritize strategic partners best positioned to introduce, sell, implement, or support Chamelio's Legal Intelligence Platform.
• Develop strategic relationships: Build and maintain strong relationships with legal technology companies, consultants, service providers, and other organizations that can expand Chamelio's market reach.
• Own partner-sourced revenue: Take ownership of an agreed revenue quota and performance objectives, with a focus on generating qualified pipeline, accelerating deals, and driving closed revenue.
• Create winning partnerships: Develop compelling partner value propositions, negotiate commercial terms, and structure mutually beneficial agreements that incentivize long-term growth.
• Recruit and activate partners: Own the full partner lifecycle, from initial outreach and negotiations to onboarding, enablement, joint business planning, and ongoing engagement.
• Partner with sales: Work closely with direct sales leadership to establish clear processes around account ownership, opportunity management, deal registration, and revenue attribution.
• Drive partner productivity: Build programs and relationships that keep partners engaged, motivated, and actively generating business.
• Measure what matters: Track partner-sourced pipeline, conversion rates, closed revenue, and overall partner productivity to continuously optimize the channel strategy.
• Build for scale: Establish the processes, playbooks, and infrastructure needed to turn early partnership success into a predictable and scalable revenue channel.

What We Are Looking For

• Channel leadership: Proven experience building and scaling channel partnerships, strategic alliances, or partner-led revenue programs within B2B SaaS, enterprise software, or legal technology.
• Revenue track record: Demonstrated success generating partner-sourced pipeline and revenue, with experience owning revenue targets and delivering measurable business results.
• Strategic thinking: The ability to identify high-value partnership opportunities, develop a clear go-to-market strategy, and prioritize relationships with the greatest commercial potential.
• Commercial expertise: Strong experience negotiating partnership agreements, structuring commercial relationships, and creating mutually beneficial business models.
• Relationship builder: Exceptional ability to develop trust, influence senior stakeholders, and build lasting relationships with partners and internal teams.
• Hands-on execution: You're comfortable operating at both the strategic and tactical levels. You can build the strategy, make the introductions, negotiate the deal, and ensure the partnership produces results.
• Cross-functional collaboration: Experience partnering with sales, marketing, customer success, and leadership to align partner initiatives with broader company goals.
• Data-driven mindset: You understand how to measure channel performance, evaluate partner productivity, and use data to make smarter investment decisions.
• Startup mentality: You thrive in a fast-paced, evolving environment where priorities shift, resources are lean, and building from scratch is part of the opportunity.
• Communication: Exceptional presentation, negotiation, and interpersonal skills, with the ability to represent Chamelio confidently to senior executives and strategic partners.

Bonus Points

• Experience building channel partnerships within legal tech, legal operations, or AI-powered enterprise software.
• An established network of legal technology providers, consultants, advisory firms, or strategic partners serving in-house legal teams.
• Experience developing referral, reseller, implementation, or strategic alliance programs.
• Familiarity with selling into General Counsels, legal operations leaders, and enterprise legal departments.
• Experience building a partner program from the ground up at an early-stage or high-growth startup.
• Hands-on experience with CRM platforms, partner relationship management tools, and partner attribution reporting.

Why Join Chamelio

Build something from the ground up.

You'll have the opportunity to create and own Chamelio's channel partnership strategy, shaping a critical new revenue engine for the company.

Own the impact.

This isn't a partnership role measured by logos or signed agreements. You'll have direct ownership of pipeline, revenue, and meaningful business outcomes.

Build a category, not just a product.

We're challenging how an entire industry thinks about legal technology, and you'll help bring that vision to market through strategic partnerships.

Real ownership, real influence.

You'll work closely with leadership, influence our go-to-market strategy, and have the freedom to build, experiment, and execute.

A company on the rise.

We're a fast-growing, VC-backed AI startup with ambitious plans and a product that's changing how legal teams work.

Great people, zero corporate nonsense.

We're ambitious, a little crazy, and serious about building something exceptional. We work hard, have fun, and enjoy the ride.

Equal Opportunity

Chamelio is an equal opportunity employer, committed to building a diverse and talented team. We do not discriminate on the basis of race, sex, religion, color, national origin, gender, gender identity, sexual orientation, age, marital status, veteran status, medical condition, disability, or any other characteristic protected by applicable law. We welcome candidates from all backgrounds.