Deal Lead - Commercial Counsel

Overview

This role owns large, enterprise deal negotiations from initial paper to signature—covering both the commercial negotiation and the legal documentation in a single ownership path, without handoffs.

You will design and negotiate the commercial offer and work directly with enterprise procurement and legal teams to reach agreement. You will also draft and redline the documents that close the deal.

Responsibilities

• Lead procurement negotiations end to end by handling both commercial and legal terms in the same conversation.
• Own deal documentation, including:
  • NDAs
  • General Terms and AI Annex
  • DPAs
  • Order Forms
  • Framework agreements
  • Change agreements and renewals
  • Draft and negotiate redlines directly (not routed through others).
• Own pricing models behind offers, including ramps and multi-year structures.
• Partner with Account Executives to scope deals, including assessing a customer’s system landscape and shaping deal structures with tier sizes, volumes, or ramp structures.
• Act as a credible counterpart to customer counsel while knowing where the General Counsel must be involved.
• Track expansions and renewals to stay ahead of upcoming negotiations.

Requirements

• Experience as commercial counsel at an enterprise software or technology vendor on the sell side, negotiating with procurement and legal teams at large enterprises.
• Experience owning or co-owning the commercial outcome—not only the legal terms.
• Ability to run negotiations directly (being the primary speaker and decision-driver rather than only being consulted).
• Strong familiarity with SaaS pricing, including tiers, volume discounts, overage, ramps, and multi-year deals.
• Ability to draft quickly and redline surgically, making minimum changes with maximum impact.
• Deal-oriented negotiation approach: find a path to yes without giving away what matters, and be able to explain tradeoffs clearly.
• Ability to stay calm under pressure and structure deals that work for all parties.
• Hands-on, resourceful working style, comfortable operating without a large dedicated support team.

Preferred Qualifications

• Not a “pure legal” role; preference for candidates who want to own both the number and the paper.

Compensation & Benefits

Compensation and benefits details are not provided in the description.

Location

London and NYC.