General Counsel & Chief Commercial Officer

Overview

The organization is seeking a senior leader to own the full legal and commercial operating system. This role combines legal leadership with commercial strategy across enterprise contracting, pricing, partnerships, go-to-market (GTM) support, and global legal operations.

This position reports directly to the CEO and has ultimate oversight of global legal activities, with responsibility for the quality and coverage of legal support across the business.

Responsibilities

Enterprise contract negotiation & legal

• Lead negotiation of the largest and most complex US customer agreements, from first redline through signature
• Own and maintain the SaaS Agreement, Order Form, and the rest of the contract suite to 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
  • Multi-party arrangements with partners and channel
• Manage contract intake, triage, and matter tracking so the business can see deal status without needing to ask

Pricing & commercial strategy

• Own the pricing architecture, including packaging, tiers, expansion mechanics, and discount governance
• Partner with the CEO and CFO to refine the commercial model as the organization scales across new verticals, geographies, and product surface area
• Track market pricing signals and competitive positioning, and provide clear recommendations to leadership
• Own the commercial approval framework so every concession is 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 with Sales and Marketing to drive joint pipeline
• Structure and govern partner agreements, referral arrangements, and channel economics

GTM strategy & deal desk

• Work with sales leadership on strategy for major pursuits, joining early to shape deal structure, pricing, and terms
• Build guardrails that enable sales to proceed without repeatedly involving Legal or Commercial, and define clear escalation paths
• Own Order Form governance and quote-to-cash discipline with Finance
• Translate contract positions and the commercial framework into sales-ready language (objection handling, talk tracks, and answers)
• Own the AI and data story with customers, including commitments on customer data, model training, and platform integrations—confidently partnering with a CISO

Legal function leadership

• Own the full legal function globally, with responsibility for all legal matters across all jurisdictions
• Lead and develop the Senior Legal Counsel in Sydney, who reports directly to this role and manages AU legal operations
• Hold the Company Secretary position for the Australian parent entity, working with the Senior Legal Counsel to ensure board support and governance obligations are met
• Oversee global external counsel relationships, including scoping matters, instructing firms, negotiating fees, and ensuring firms meet their estimates (including entity deregistrations, joint ventures, and other specialized corporate work)
• Steward the corporate legal budget
• Optimize legal 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, including bringing in specialists as appropriate
• Provide regulatory intelligence to sales and marketing on building performance standards, energy ratings, and climate disclosure so GTM teams can incorporate regulation into buyer value
• Contribute to investor and board reporting on commercial matters and strategic work

Requirements

• Law degree required
• 7+ years across commercial contracting and in-house legal or law firm practice with meaningful focus on commercial work
• Strong commercial judgment: ability to identify what must be held versus what can be adjusted in redlines and commercial terms
• Deep negotiation comfort with enterprise buyers and procurement processes, including public sector procurement teams, in-house counsel at universities and health systems, and military and government acquisition offices
• Demonstrated ability to partner effectively with revenue leadership and drive commercial outcomes
• Experience owning enterprise SaaS negotiations with large, sophisticated buyers (public sector, higher education, healthcare, or real estate experience particularly useful)
• Strong working 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 just executing against it
• Hands-on use of AI tooling in a legal or commercial workflow
• Ability to move between contract negotiation and board-level commercial discussions with operational precision and strategic input

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

• Base salary: $240,000 – $280,000 per year (exact offer reflects experience and scope)
• 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.

In accordance with applicable state pay transparency laws, the salary range and a general description of benefits and other compensation have been disclosed. Actual compensation will be determined based on experience, skills, and other relevant factors.

Success looks like in year one

• Enterprise deals close faster, with identifiable commercial and legal changes driving the improvement
• A pricing architecture that can be defended, explained, and evolved
• At least one partnership generates 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 include the role holder by name
• Legal and Commercial are not described as bottlenecks within the business