Channel Lead

Why HarveyAt 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 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 DevelopmentDefine and execute Harvey's channel partnerships strategy, aligned to the company's growth targets and geographic expansion plansIdentify, prioritize, and recruit new referral, consulting, SI, and implementation partners across key marketsOwn partner-sourced and partner-influenced revenue targets working closely with RevOps; drive accountability across the team for pipeline generation, deal velocity, and close ratesDevelop distinct tiering and engagement motions for each partner type (referral, co-sell, implementation, managed services)Partner Activation & EnablementDrive partner onboarding and activation, ensuring partners are enabled to sell, implement, and support Harvey's solutionsCollaborate with the Partner Programs Manager and Enablement team on certification programs, training content, and partner portal resourcesEstablish operational rhythms with Tier 1 partners: joint business planning, QBRs, roadmap briefings, and sales enablement refreshesMonitor partner delivery quality and customer outcomes, intervening early when DAU/MAU, GRR, or satisfaction metrics fall below thresholdsCo-Selling & GTM ExecutionBuild and run the co-selling motion with channel partners — from joint pipeline development through deal support and closePartner closely with Harvey's direct sales team to ensure seamless partner-assisted deal execution and clear rules of engagementDrive partner-sourced pipeline targets and create incentive structures that align partner behavior with Harvey's growth prioritiesTeam Leadership & ScalingRecruit, develop, and retain a high-performing channel team; set clear goals and create a culture of ownership and urgencyBuild repeatable playbooks for partner acquisition, activation, and co-selling that can scale across geographiesRepresent the channel ecosystem internally — serving as the voice of partners in product, pricing, and GTM decisionsProvide regular reporting to leadership on ecosystem health, pipeline contribution, and competitive dynamicsWhat You Have7–10+ years of experience in channel partnerships, alliances, or business development within enterprise SaaS, legal tech, or professional services technologyProven track record of building and scaling partner channels that drive meaningful revenue — ideally from early-stage through growth phaseDeep familiarity with diverse partner motions (referral, co-sell, SI, implementation) and how to structure mutually beneficial commercial modelsExperience managing and developing teams of 3–6+ across partner management, business development, and operations functionsStrong executive presence with the ability to build trusted relationships with C-suite and senior partner stakeholdersAnalytical rigor — you are comfortable owning pipeline and revenue targets, defining KPIs, and using data to drive decisionsStartup sensibility: you thrive in ambiguity, move fast, and are comfortable building programs from scratch in a high-growth environmentCompensation$240,000-360,000 OTE 70/30 Split Depending on your location, an