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Salary: USD 240,000 - 360,000 / annual
Harvey is an AI platform transforming legal and professional services through frontier agentic AI and enterprise-grade infrastructure. As Channel Lead, you will own the end-to-end go-to-market partner strategy and execution, building Harvey's indirect GTM engine across consulting firms, systems integrators, implementation partners, and referral partners.
You will lead a team of business development managers, partner managers, and partner operations staff in a player-coach capacity. Key responsibilities include defining and executing channel partnership strategy aligned to growth targets and geographic expansion; identifying and recruiting new partners across key markets; owning partner-sourced and partner-influenced revenue targets; and developing distinct engagement motions for each partner type.
You will drive partner onboarding and activation, ensuring partners are equipped to sell, implement, and support Harvey's solutions. This includes collaborating on certification programs, training content, and partner portal resources. You will establish operational rhythms with Tier 1 partners through joint business planning, quarterly business reviews, roadmap briefings, and sales enablement. You will monitor partner delivery quality and customer outcomes, intervening when key metrics fall below thresholds.
You will build and run the co-selling motion with channel partners from joint pipeline development through deal support and close. You will partner closely with Harvey's direct sales team to ensure seamless execution and clear rules of engagement. You will drive partner-sourced pipeline targets and create incentive structures that align partner behavior with growth priorities.
You will recruit, develop, and retain a high-performing channel team; set clear goals and create a culture of ownership and urgency. You will build repeatable playbooks for partner acquisition, activation, and co-selling that scale across geographies. You will represent the channel ecosystem internally, serving as the voice of partners in product, pricing, and GTM decisions, and provide regular reporting to leadership on ecosystem health, pipeline contribution, and competitive dynamics.
Required: 7–10+ years in channel partnerships, alliances, or business development within enterprise SaaS, legal tech, or professional services technology. Proven track record building and scaling partner channels that drive meaningful revenue from early-stage through growth phase. Deep familiarity with diverse partner motions (referral, co-sell, SI, implementation) and structuring mutually beneficial commercial models. Experience managing and developing teams of 3–6+ across partner management, business development, and operations. Strong executive presence and ability to build trusted relationships with C-suite and senior partner stakeholders. Analytical rigor with comfort owning pipeline and revenue targets, defining KPIs, and using data to drive decisions. Startup sensibility with ability to thrive in ambiguity, move fast, and build programs from scratch in high-growth environments.
About Harvey
Legal / Compliance / Risk; AI / Data / Infrastructure — AI platform for legal and professional services work.
