Commercial Counsel - Partnerships

Overview

The organization is seeking an experienced Commercial Counsel – Channel Partnerships & Alliances to join its US Legal Team. This role supports complex commercial transactions, including SaaS, licensing, and strategic partnerships, while navigating diverse legal and regulatory frameworks in the rapidly evolving field of artificial intelligence.

In this role, you will work on partnership arrangements such as ISV integrations, SI alliances, reseller channels, and strategic referral networks. You will partner closely with global colleagues to provide practical, business-oriented legal advice that enables growth while managing risk across multiple jurisdictions.

Responsibilities

• Own end-to-end legal strategy and execution for the partnership ecosystem, including:
  • ISV and platform integration agreements
  • Systems integrator and consulting partnerships
  • Channel partner programs
  • Reseller and distribution arrangements
  • Marketplace agreements
  • Embedded and OEM-style arrangements
  • Strategic alliance structures
• Draft, review, and negotiate commercial agreements, with a primary focus on partnerships deals and enterprise customer contracts
• Serve as a primary legal partner to the Partnerships team, balancing risk management with speed-to-market and aggressive growth objectives
• Design, maintain, and continuously improve scalable partnership templates, playbooks, approval workflows, and contracting infrastructure to enable efficient deal evaluation and execution
• Provide clear, pragmatic, commercially focused legal advice to cross-functional teams, tailoring guidance to enable responsible growth and innovation
• Contribute to scaling the Legal Team’s commercial function, fostering a collaborative, solutions-oriented approach
• Build scalable legal infrastructure for global partner motions, including reseller frameworks, marketplace terms, partner program agreements, approval workflows, and operational playbooks

Requirements

• Curious about the future of AI and emerging technologies, with strong ownership and enthusiasm for applying legal expertise to cutting-edge products
• Experience navigating fast-paced, high-growth environments; able to manage ambiguity and make informed, timely decisions
• Experience supporting complex partner business models, including reseller, referral, MSP, OEM, embedded, white-label, and marketplace structures
• Comfortable working independently while collaborating effectively with cross-functional and global colleagues
• Proactive, business-minded, committed to delivering practical solutions that support both compliance and commercial success
• Experience negotiating with major systems integrators and consultancies (e.g., Accenture, Deloitte, PwC, Big 4) as well as leading ISVs and cloud platforms
• Ability to thrive in a high-output environment with a strong drive to excel

Preferred Qualifications

• Experience launching and scaling channel partner, reseller, or marketplace programs from the ground up

Compensation & Benefits

• Annual discretionary stipend for learning and development
• Annual discretionary stipend for social travel to meet up with colleagues each year
• Annual company offsite in a new location (past offsites have included Croatia and Italy)
• Monthly co-working stipend if not located near one of the main hubs

Location

• Remote in the United States
• Strong preference for the Eastern Time Zone, ideally New York

Equal Opportunity

The organization is an equal opportunity employer and does not discriminate on the basis of race, religion, national origin, gender, sexual orientation, age, veteran status, disability, or other legally protected statuses.

Additional Requirements

• J.D. and active membership in at least one U.S. State Bar (NY preferred)
• 7+ years of relevant post-qualification legal experience (in-house experience in technology or SaaS strongly preferred)
• Proven track record drafting and negotiating complex technology and partnership agreements—ISV, SI, reseller, channel, marketplace, OEM/embedded, and strategic alliance arrangements
• Strong knowledge of enterprise software licensing, SaaS, data protection, and intellectual property
• Excellent communication, stakeholder management, and problem-solving skills
• Comfort in fast-paced environments with shifting priorities and tight deadlines