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About the Role

Harvey is seeking a leader to own the end-to-end Go-To-Market (GTM) partner motion, focusing on recruiting, activating, and scaling consulting firms, systems integrators, implementation partners, and referral partners to extend Harvey's reach and deepen customer impact. This player-coach role involves managing strategic channel relationships while building scalable processes for Harvey's indirect GTM engine.

Responsibilities

• Define and execute Harvey's channel partnerships strategy, aligned to company 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, driving accountability for pipeline generation, deal velocity, and close rates.
• Develop distinct tiering and engagement motions for each partner type.
• Drive partner onboarding and activation, ensuring partners are enabled to sell, implement, and support Harvey's solutions.
• Collaborate on certification programs, training content, and partner portal resources.
• Establish operational rhythms with Tier 1 partners, including joint business planning, QBRs, and roadmap briefings.
• Monitor partner delivery quality and customer outcomes, intervening when metrics fall below thresholds.
• Build and run the co-selling motion with channel partners, from pipeline development through deal support and close.
• Partner closely with the direct sales team for seamless partner-assisted deal execution.
• Drive partner-sourced pipeline targets and create aligned incentive structures.
• Recruit, develop, and retain a high-performing channel team, setting clear goals and fostering a culture of ownership.
• Build repeatable playbooks for partner acquisition, activation, and co-selling.
• 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.

Requirements

• 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 structuring 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; comfortable owning pipeline and revenue targets, defining KPIs, and using data to drive decisions.
• Startup sensibility: thrives in ambiguity, moves fast, and is comfortable building programs from scratch in a high-growth environment.

Skills

• Channel partnerships
• Alliances
• Business development
• Enterprise SaaS
• Legal tech
• Professional services technology
• Partner channel management
• Partner motions (referral, co-sell, SI, implementation)
• Commercial models
• Team management
• Executive presence
• Analytical rigor
• Pipeline management
• Revenue target ownership
• KPI definition
• Data-driven decision making
• Startup environment adaptability

Experience Level

• 7-10+ years

Salary/Compensations

• $240,000-360,000 OTE 70/30 Split

About the Company

• Harvey is transforming how legal and professional services operate by combining frontier agentic AI, an enterprise-grade platform, and deep domain expertise.
• The company is reshaping how critical knowledge work gets done and is at a true inflection point with 2400+ customers in 70+ countries, strong product-market fit, and world-class investor support.
• Harvey's team moves fast, takes ownership, and is deeply committed to the mission, operating with intensity, staying close to customers, and pushing for excellence.
• The company values Decisiveness, Simplicity, and Job's Not Finished.
• Harvey is building the definitive ecosystem around legal AI.

Equal Opportunity

• 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.