eDiscovery Channel Sales Director of Business Development

TransPerfect•Washington, DC

41d

About The Position

Reef Discovery is a leader in the eDiscovery technology space, offering a platform that delivers end-to-end litigation support capabilities. Our SaaS platform is designed for modern legal workflows, providing early case assessment, data processing, AI-assisted review, production, and analytics to help legal teams work smarter, faster, and more cost-effectively. The Director of Business Development – Channel Partner Sales will be responsible for identifying, recruiting, onboarding, and growing a network of channel partners to drive revenue and market expansion for the Reef Discovery platform. Target partners include litigation support vendors, legal technology resellers, managed review providers, investigation firms, law firm consultants, and regional eDiscovery service providers. The ideal candidate brings a strong background in channel sales, partner ecosystems, and consultative selling within the eDiscovery, legal technology, or broader LegalTech/SaaS space. This individual will serve as the primary relationship owner for channel partners, equipping them with the tools, training, and support needed to successfully position and sell Reef Discovery to their end clients.

Requirements

Minimum Bachelor's degree or equivalent; JD or legal background a plus
At least 6–10 years of sales experience, with a significant portion focused on channel partner sales, business development, or partner management in a SaaS or technology environment
Prior eDiscovery, legal technology, or LegalTech industry experience strongly preferred
Proven ability to recruit, develop, and manage productive channel partner relationships
Demonstrated track record of meeting or exceeding channel revenue targets
Deep understanding of the eDiscovery ecosystem, including key players across law firms, corporations, and service providers
Proven sales lifecycle experience — from partner identification and recruitment through deal closing
Excellent problem-solving and analytical skills, with the ability to structure creative deal arrangements
Established capabilities managing complex, multi-stakeholder sales cycles involving legal, IT, and procurement decision-makers
Excellent written and verbal English communication skills; ability to present confidently to both legal and technical audiences
Willingness and ability to travel domestically and internationally for partner meetings, conferences, and industry events

Responsibilities

Identify, target, and recruit prospective channel partners including eDiscovery service providers, litigation support firms, legal managed service providers, and technology resellers
Develop and execute a structured partner recruitment strategy leveraging industry events, referrals, professional networks, and direct outreach
Negotiate and execute partner agreements, including reseller, referral, and co-sell arrangements
Onboard new partners with structured enablement programs covering platform capabilities, competitive positioning, and sales best practices
Serve as the primary point of contact and strategic advisor for all channel partners
Cultivate and maintain long-term, productive partner relationships by delivering exceptional partner support and demonstrating deep knowledge of the eDiscovery market and each partner's unique business model
Conduct regular business reviews with partners to assess performance, address challenges, and identify growth opportunities
Develop joint business plans and go-to-market strategies with key partners
Build and manage a productive partner-sourced pipeline, tracking each opportunity through all stages of the sales cycle
Formulate and execute sales plans to achieve monthly, quarterly, and annual channel revenue targets
Collaborate with the direct sales team on co-sell opportunities to ensure seamless coverage and avoid channel conflict
Manage pricing, deal registration, and contractual issues in alignment with company policies
Develop a thorough understanding of Reef Discovery's full platform capabilities, including data processing, AI-assisted review, analytics, and production workflows
Clearly articulate Reef Discovery's value proposition, competitive differentiators, and ROI story to partner audiences at all levels — from technical evaluators to C-suite stakeholders
Stay current on eDiscovery market trends, competitive landscape, and regulatory developments (e.g., FRCP updates, data privacy implications) to provide informed guidance to partners and prospects
Work closely with Product, Marketing, and Customer Success teams to relay partner feedback, influence roadmap priorities, and ensure partners have up-to-date collateral and resources
Identify and refer direct sales opportunities surfaced through the partner network to appropriate internal teams
Represent Reef Discovery at key industry conferences, trade shows, and legal technology events (e.g., Legaltech, ILTA, CLOC)