Commercial Counsel

Overview

A leading AI software delivery platform company is seeking a Commercial Counsel to join their global Go-To-Market (GTM) organization. This role involves leading complex enterprise SaaS contract negotiations, building and managing channel partner programs, and supporting the scaling of the sales and partner ecosystem. The position requires a strategic legal partner who can balance risk and drive deal closure with Fortune 500 customers and partners across the U.S. West and APAC regions.

Responsibilities

• Lead end-to-end negotiations for complex enterprise SaaS transactions including Master Service Agreements (MSAs), Data Processing Agreements (DPAs), Service Level Agreements (SLAs), and AI-specific terms.
• Manage strategic partnership agreements, focusing on highly regulated industries and large enterprise customers.
• Collaborate with the Worldwide GTM Partner team to design and implement a global channel program, including drafting and negotiating reseller, distributor, and referral partner agreements.
• Handle legal complexities related to partner benefits, incentives, and global compliance requirements.
• Work closely with Sales, Finance, Deal Operations, and GTM teams to streamline the sales cycle and develop playbooks, partner frameworks, and automated contract templates.
• Navigate international regulatory frameworks to ensure compliance and competitiveness in global markets.
• Develop and deliver legal training to sales and partner teams to empower them in handling first-line legal inquiries and accelerating deal cycles.

Requirements

• 4–7 years of legal experience, ideally starting at a top-tier law firm followed by an in-house SaaS role in a high-growth environment.
• Direct experience building and managing channel sales motions and understanding indirect customer sales.
• Familiarity with the software development lifecycle (SDLC) and sales processes, with the ability to quickly learn technical concepts related to DevSecOps.
• Strong negotiation skills with the ability to balance risk and value to close deals effectively.
• Operational mindset with a focus on building scalable legal processes that accelerate business.
• Juris Doctor (JD) degree from an accredited law school.
• Active membership in good standing with at least one U.S. State Bar.
• Good sense of humor and collaborative attitude.

Preferred Qualifications

• Experience working with Fortune 500 customers and in highly regulated industries.
• Knowledge of global compliance and regulatory frameworks affecting software and SaaS agreements.
• Ability to work remotely with alignment to Pacific or Mountain Time zones.

Compensation & Benefits

• Competitive base salary ranging from $170,000 to $185,000 annually, determined by location, experience, and skills.
• Potential equity participation.
• Comprehensive healthcare benefits.
• Flexible Spending Account (FSA).
• Flexible work schedule.
• Employee Assistance Program (EAP).
• Flexible Time Off and Parental Leave.
• Monthly internet reimbursement.
• Regular social and team-building events.

Location

• Remote-first position with preference for candidates aligned with Pacific or Mountain Time zones.
• Occasional travel to global offices (e.g., San Francisco, London) may be required for team meetings and deal sprints.