Director of Business Development – Channel Partner Sales Reef Discovery | eDiscovery Technology Platform

About this role

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 Responsibilities
Channel 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

Develop joint business plans and go-to-market strategies with key partners

Revenue & Pipeline Management
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

Market & Platform Expertise
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

Cross-Functional Collaboration
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)

Required Skills & Qualifications
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

Why Reef Discovery?
Be a foundational member of a growing channel sales organization with significant influence over strategy and structure

Competitive base salary with uncapped commission and channel incentive programs

Work with cutting-edge AI-powered eDiscovery technology in a high-growth market

Collaborative, innovative culture that rewards ownership, initiative, and results