General Counsel & Chief Commercial Officer

Overview

This role leads the organization’s full legal and commercial operating system, spanning global legal matters and end-to-end commercial execution—including enterprise contract negotiation, pricing strategy, partnerships/channel, and go-to-market (GTM) deal support.

The organization sells an AI digital twin platform to large owners and operators of buildings and infrastructure, including universities, school districts, government agencies, healthcare systems, and global enterprises. Many customers procure under their own rules, so deals frequently require negotiation and careful commercial structuring.

Responsibilities

Enterprise contract negotiation & legal

• Lead negotiation of the organization’s largest and most complex US customer agreements, from first redline through signature
• Own the SaaS Agreement, Order Form, and the rest of the contract suite; keep them current, defensible, and easy to sell
• Handle deals that break the template, including public universities and state institutions, federal and state data residency requirements, customer-specific security and AI terms, and multi-party arrangements with partners and channels
• Maintain contract intake, triage, and matter tracking so the business can see status without constant follow-up

Pricing & commercial strategy

• Own pricing architecture: packaging, tiers, expansion mechanics, and discount governance—ensuring pricing is competitive, margin-conscious, and aligned with how customers buy
• Partner with the CEO and CFO to refine the commercial model as the organization scales (new verticals, new geographies, new product surface area)
• Track market pricing signals and competitive positioning; provide clear recommendations to leadership
• Own the commercial approval framework so concessions are documented, approved by the right person, and visible to Finance and leadership

Partnerships & channel

• Build and own partner and channel strategy across technology partners, resellers, system integrators, and industry associations
• Identify, negotiate, and activate partnerships that accelerate pipeline, extend reach, and create defensible competitive advantages
• Own co-marketing and co-selling motions with key partners, working closely with Sales and Marketing to drive joint pipeline
• Structure and govern partner agreements, referral arrangements, and channel economics

GTM strategy & deal desk

• Partner with sales leadership on strategy for major pursuits; join early enough to shape deal structure, pricing, and terms
• Build guardrails that allow sales to move without involving Legal or Commercial every time, and define a clear escalation path
• Own Order Form governance and quote-to-cash discipline with Finance to ensure what was sold is what gets invoiced
• Translate contract positions and the commercial framework into practical guidance for Sales (objection handling, talk tracks, and responses)
• Own the AI and data story with customers, including commitments on customer data, model training, and platform integrations; engage confidently with CISOs

Legal function leadership

• Own the full legal function globally across all jurisdictions
• Lead and develop a Senior Legal Counsel in Sydney (reports directly to this role), managing AU legal operations; also hold the Company Secretary position for the Australian parent entity, working alongside the Senior Legal Counsel to ensure board support and governance obligations are met
• Provide ultimate oversight over global legal activities and ensure quality and coverage of legal support across the business
• Manage external counsel relationships globally, including scoping, instructing, negotiating fees, and holding firms to their estimates (including entity deregistrations, joint ventures, and other corporate legal work requiring specialist support)
• Steward the corporate legal budget and optimize throughput to support rapid growth while maintaining quality

Corporate & regulatory operations

• With support from the Senior Legal Counsel, own US entity administration and the compliance calendar (with external counsel support where required)
• Support People & Culture and Finance on US employment matters, equity administration, and immigration, bringing in specialists where appropriate
• Keep regulatory intelligence flowing to sales and marketing on building performance standards, energy ratings, and climate disclosure so GTM can use regulation as a reason to buy
• Contribute to investor and board reporting on commercial matters and related strategic work

What success looks like in year one

• Enterprise deals close faster, with specific commercial and legal changes that explain the improvement
• A pricing architecture that can be defended, explained, and evolved (not just a discount structure)
• At least one partnership producing measurable pipeline that wouldn’t have existed without it
• Every non-standard commercial term in a signed contract traces back to a documented approval
• Sales requests this person by name
• Legal and Commercial are not considered bottlenecks for the business

Requirements

• Law degree required
• 7+ years across commercial contracting and in-house legal or law firm practice with a meaningful focus on commercial work (strong legal foundation required; not a preference)
• Experience owning enterprise SaaS negotiations with large, sophisticated buyers; public sector, higher education, healthcare, or real estate experience is particularly useful
• Strong command of SaaS deal provisions, including liability and indemnity, data protection and residency, IP and license scope, service levels, termination and renewal mechanics, and security obligations
• Experience shaping commercial strategy (pricing, partnerships, GTM motions), not only executing against it
• Experience working alongside revenue leadership and being accountable for commercial outcomes
• Hands-on use of AI tooling in a legal or commercial workflow

Preferred Qualifications

• Qualified attorney in any US jurisdiction, or admitted in another common law jurisdiction
• Experience building or scaling a partnership or channel program
• Exposure to AI-specific contracting issues, including model training restrictions, data use, liability allocation, and customer AI governance requirements
• Comfort working across cultures and time zones, including with a team based in Australia
• Familiarity with the built environment, proptech, energy, or infrastructure

Compensation & Benefits

• $240,000 – $280,000 USD base salary per year
• Equity: RSUs (Restricted Stock Units); details discussed during the interview process

Health coverage

• Medical, dental, vision, STD, LTD, Life & AD&D
• 100% of employee and dependent premiums covered

Retirement

• 401(k) with 100% company match on the first 5% of contributions

Time off

• 20 days accrued vacation + 10 days paid sick leave + 8 paid holidays per year

Parental leave

• Company-paid parental leave, coordinated with applicable state leave programs

Location

• Fully remote — West Coast only. Seattle area strongly preferred.
• Pay transparency note (as applicable): The salary range and a general description of benefits and other compensation are disclosed; actual compensation will be determined based on experience, skills, and scope.
• Pay range for this role is 240,000 - 280,000 USD per year (Remote (Seattle, WA, US)).