Role OverviewHarvey is building the definitive ecosystem around legal AI - and the channel is how we scale it. We need a leader who can own the end-to-end GTM partner motion: recruiting, activating, and scaling the consulting firms, systems integrators, implementation partners, and referral partners that extend Harvey's reach and deepen our impact with customers before, during, and after the sale.
As Channel Lead, you will own the strategy and execution for Harvey's GTM partner channel. You will lead a team of business development managers, partner managers, and partner operations - building the motions that turn partner relationships into measurable pipeline, revenue, and customer success outcomes. This is a player-coach role: you will personally manage our most strategic channel relationships while building the playbooks and processes that scale Harvey's indirect GTM engine.
What You'll DoStrategy & Ecosystem Development- Define and execute Harvey's channel partnerships strategy, aligned to the company's growth targets and geographic expansion plans
- Identify, prioritize, and recruit new referral, consulting, SI, and implementation partners across key markets
- Own partner-sourced and partner-influenced revenue targets working closely with RevOps; drive accountability across the team for pipeline generation, deal velocity, and close rates
- Develop distinct tiering and engagement motions for each partner type (referral, co-sell, implementation, managed services)
Partner Activation & Enablement- Drive partner onboarding and activation, ensuring partners are enabled to sell, implement, and support Harvey's solutions
- Collaborate with the Partner Programs Manager and Enablement team on certification programs, training content, and partner portal resources
- Establish operational rhythms with Tier 1 partners: joint business planning, QBRs, roadmap briefings, and sales enablement refreshes
- Monitor partner delivery quality and customer outcomes, intervening early when DAU/MAU, GRR, or satisfaction metrics fall below thresholds
Co-Selling & GTM Execution- Build and run the co-selling motion with channel partners - from joint pipeline development through deal support and close
- Partner closely with Harvey's direct sales team to ensure seamless partner-assisted deal execution and clear rules of engagement
- Drive partner-sourced pipeline targets and create incentive structures that align partner behavior with Harvey's growth priorities
Team Leadership & Scaling- Recruit, develop, and retain a high-performing channel team; set clear goals and create a culture of ownership and urgency
- Build repeatable playbooks for partner acquisition, activation, and co-selling that can scale across geographies
- Represent the channel ecosystem internally - serving as the voice of partners in product, pricing, and GTM decisions
- Provide regular reporting to leadership on ecosystem health, pipeline contribution, and competitive dynamics
What You Have- 7-10+ years of experience in channel partnerships, alliances, or business development within enterprise SaaS, legal tech, or professional services technology
- Proven track record of building and scaling partner channels that drive meaningful revenue - ideally from early-stage through growth phase
- Deep familiarity with diverse partner motions (referral, co-sell, SI, implementation) and how to structure mutually beneficial commercial models
- Experience managing and developing teams of 3-6+ across partner management, business development, and operations functions
- Strong executive presence with the ability to build trusted relationships with C-suite and senior partner stakeholders
- Analytical rigor - you are comfortable owning pipeline and revenue targets, defining KPIs, and using data to drive decisions
- Startup sensibility: you thrive in ambiguity, move fast, and are comfortable building programs from scratch in a high-growth environment
Compensation$240,000-360,000 OTE 70/30 Split Depending on your location, an Applicant Privacy Notice may apply to you. You can find all of our Applicant Privacy Notices here.#LI-TA1
