Director of Business Development – Channel Partner Sales Reef Discovery | eDiscovery Technology Platform
- Compensation
- Not disclosed
- Location
- Philadelphia, Pennsylvania, United States
- Work setup
- Not specified
- Seniority
- Not specified
- Employment
- Not specified
- Experience
- Not specified
- Category
- Sales
- Posted
Skills
Must have
- 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
Full description
About Reef Discovery
Do you want to work for an innovative leader in the eDiscovery technology space? Are you passionate about helping law firms, corporate legal departments, and service providers find and implement solutions that transform the way they manage electronic discovery? Are you the type of person who thrives in a fast-paced, technology-driven environment? Then Reef Discovery is for you!
Reef Discovery is far more than "just an eDiscovery tool." Our platform delivers end-to-end litigation support capabilities, including early case assessment, data processing, advanced AI-assisted review, production, and analytics — all purpose-built to help legal teams work smarter, faster, and more cost-effectively. All of this is powered by a best-in-breed SaaS platform optimized for the unique demands of modern legal workflows.
Position Summary
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.
Key ResponsibilitiesChannel Partner Development
- 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
Partner Relationship Management
- 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