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Salary: USD 240,000 - 360,000 / annual
Harvey is an AI platform transforming legal and professional services work through frontier agentic AI and enterprise-grade infrastructure. The company has achieved strong product-market fit with 2400+ customers across 70+ countries and is scaling rapidly.
As Channel Lead, you will own the end-to-end go-to-market partner strategy and execution. This is a player-coach role where you lead a team of business development managers, partner managers, and partner operations staff while personally managing strategic channel relationships.
Key responsibilities include:
Strategy & Ecosystem Development: Define and execute Harvey's channel partnerships strategy aligned to growth targets and geographic expansion. Identify, prioritize, and recruit referral, consulting, systems integrator, and implementation partners across key markets. Own partner-sourced and partner-influenced revenue targets in collaboration with RevOps, driving accountability for pipeline generation, deal velocity, and close rates. Develop distinct tiering and engagement motions for each partner type.
Partner Activation & Enablement: Drive partner onboarding and activation through certification programs, training content, and partner portal resources. Establish operational rhythms with Tier 1 partners including joint business planning, quarterly business reviews, roadmap briefings, and sales enablement. Monitor partner delivery quality and customer outcomes, intervening when key metrics fall below thresholds.
Co-Selling & GTM Execution: Build and run the co-selling motion from joint pipeline development through deal support and close. Partner closely with the direct sales team to ensure seamless partner-assisted deal execution and clear rules of engagement. Drive partner-sourced pipeline targets and create incentive structures aligned with growth priorities.
Team Leadership & Scaling: Recruit, develop, and retain a high-performing channel team with clear goals and a culture of ownership. Build repeatable playbooks for partner acquisition, activation, and co-selling that scale across geographies. Represent the channel ecosystem internally as the voice of partners in product, pricing, and GTM decisions. Provide regular reporting on ecosystem health, pipeline contribution, and competitive dynamics.
You bring 7–10+ years of experience in channel partnerships, alliances, or business development within enterprise SaaS, legal tech, or professional services technology. You have a proven track record building and scaling partner channels that drive meaningful revenue from early-stage through growth phase. You understand diverse partner motions (referral, co-sell, SI, implementation) and how to structure mutually beneficial commercial models. You have experience managing and developing teams of 3–6+ across partner management, business development, and operations. You have strong executive presence and can build trusted relationships with C-suite and senior partner stakeholders. You are analytically rigorous, comfortable owning pipeline and revenue targets, defining KPIs, and using data to drive decisions. You have startup sensibility, thrive in ambiguity, move fast, and are comfortable building programs from scratch in high-growth environments.
About Harvey
Legal / Compliance / Risk; AI / Data / Infrastructure — AI platform for legal and professional services work.
