Why This Job is Featured on The SaaS Jobs
In SaaS, channel leadership becomes most consequential when a product is moving beyond direct sales into repeatable partner distribution. This Channel Lead role sits in that part of the ecosystem, building an indirect go to market engine around an enterprise platform that is already operating at meaningful global customer scale. The remit spans multiple partner types, which signals a deliberate shift toward ecosystem leverage rather than one narrow alliance motion.
For a SaaS career, the value is in learning how partner strategy translates into measurable commercial outcomes. Owning partner sourced and partner influenced performance, shaping tiering and engagement models, and building enablement and co selling routines are all skills that travel well across enterprise SaaS categories. The emphasis on operational rhythms and metrics such as adoption and retention also aligns channel work with post sale realities, not only pipeline creation.
This role tends to suit a senior operator who enjoys building structure while still staying close to a few high impact relationships. It also fits someone comfortable bridging sales, rev ops, enablement, and product to represent partner needs internally. The player coach scope suggests a preference for hands on leadership and clear accountability over purely strategic advisory work.
The section above is editorial commentary from The SaaS Jobs, provided to help SaaS professionals understand the role in a broader industry context.
Job Description
Why Harvey
At Harvey, we’re transforming how legal and professional services operate. By combining frontier agentic AI, an enterprise-grade platform, and deep domain expertise, we’re reshaping how critical knowledge work gets done for decades to come.
This is a rare chance to help build a generational company at a true inflection point. With 2400+ customers in 70+ countries, strong product-market fit, and world-class investor support, we’re scaling fast and defining a new category in real time. The work is ambitious, the bar is high, and the opportunity for growth — personal, professional, and financial — is unmatched.
Our team moves fast, takes ownership, and is deeply committed to the mission — operating with intensity, staying close to our customers, and pushing each other for excellence. We live by three values: Decisiveness, Simplicity, and Job's Not Finished. We act quickly on clear judgment over perfect information, we believe simplicity is what scales, and we're never satisfied with where we are. If you want to do the best work of your career alongside people who share that drive, we'd love to build with you.
At Harvey, the future of professional services is being written today — and we’re just getting started.
Role Overview
Harvey 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 Do
Strategy & 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
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Harvey is an equal opportunity employer and does not discriminate on the basis of race, gender, sexual orientation, gender identity/expression, national origin, disability, age, genetic information, veteran status, marital status, pregnancy or related condition, or any other basis protected by law.
We are committed to providing reasonable accommodations to applicants with disabilities, and requests can be made by emailing accommodations@harvey.ai
