Director of Partnerships

TL;DR

Director of Partnerships (Legal AI): Build and lead the partner engine to turn strategic relationships into scalable revenue channels with an accent on ecosystem mapping, channel programs, integrations, and VC referrals. Focus on launching repeatable motions, designing incentives, enabling partners, and driving qualified pipeline and ARR with low CAC.

Location: Must be based in the United States or Canada. Remote role, hybrid (in-office Mondays, Wednesdays, Fridays) if within 50 miles of San Mateo, CA or Provo, UT offices.

Compensation: $250,000 - $300,000 OTE (US-based).

Company

Fastest-growing legal AI platform for in-house legal teams used by 1,300+ companies including public companies and unicorns; 10x revenue growth, $60M Series B at $555M valuation.

What you will do

• Define and execute partner strategy: map legal tech ecosystem, prioritize partner types (channel, integrations, alliances), build scalable ARR motions.
• Build channel and revenue partnerships: launch referral, reseller, managed service programs; source partners, design incentives and co-selling frameworks.
• Develop VC and high-influence referrals: manage channels with intros, handoffs, and metrics for trust and repeat business.
• Drive ecosystem and integration partnerships: identify tech integrations, collaborate with Product/Engineering for workflow embedding.
• Enable partners and operations: create onboarding, certification, co-marketing; track KPIs like pipeline influence and partner-sourced revenue.
• Provide market intelligence and cross-functional collaboration: monitor trends, represent at events, align with Sales, Marketing, Product, leadership.

Requirements

• 7+ years in partnerships, business development, or channel roles in B2B SaaS; 3+ years leading programs/teams in high-growth.
• Proven success scaling partner motions delivering revenue, pipeline, ecosystem impact.
• Track record sourcing, negotiating, onboarding partners (resellers, ISVs, VCs); designing incentives, enablement, attribution.
• Strong cross-functional collaboration with Sales, Product, Marketing, Revenue Ops, Finance, leadership.
• Analytical skills for KPIs (partner revenue, ROI); thrive in fast-paced ambiguity.
• Excellent relationship-building, negotiation, communication with senior stakeholders.

Nice to have

• Experience in legal tech, AI tools, selling to in-house legal teams.
• Familiarity with SaaS partner economics, PRM tools, VC referrals.
• Representing companies at industry events.

Culture & Benefits

• High-performing team with ownership, influence from day one; guiding principles: 1% better daily, customer obsession, ship today, find a way, care deeply, own it.
• Competitive base, bonus, equity; exceptional benefits benchmarked to market.
• Relentless pace in ambiguous startup environment; thrive on urgency and responsibility.