Overview
This role involves leading complex negotiations with U.S. federal and SLED (State, Local, Education) public sector customers and partners, acting as a trusted advisor to internal stakeholders. The position requires close collaboration with Sales, go-to-market teams, Privacy, Customer Trust, Product Legal, and Compliance to provide practical and actionable legal advice.
The role plays a key part in advancing the organization's U.S. public sector commercial strategy. It carries broad scope and senior-level accountability, serving as a subject matter expert and partnering with Legal leadership and cross-functional stakeholders to influence company policies affecting public sector customers. The position also offers exposure to advanced SaaS areas such as privacy, security, and AI/ML.
Responsibilities
- Independently negotiate and close complex SaaS agreements with public sector customers and their partners, exercising sound judgment on risk tradeoffs and escalation decisions.
- Advise internal teams on federal and state procurement laws and regulations, including FAR/DFARS, cybersecurity requirements, data handling, supply chain rules, and compliance obligations.
- Serve as the primary legal advisor to U.S. public sector go-to-market teams, shaping deal strategy and negotiation posture across complex and high-stakes opportunities by balancing government contracting requirements, legal risks, and business goals.
- Collaborate with Product Legal and Security teams to provide guidance on product features, deployment models, and compliance standards relevant to government environments.
- Develop and improve scalable processes, templates, and training materials to support public-sector growth.
- Manage and maintain company registrations required by public sector customers.
- Coach and mentor other Commercial Legal team members on public sector contracting issues, including escalation strategy, negotiation posture, and risk analysis.
Requirements
- 10+ years of law firm and/or in-house experience with government (federal, state, and local) contracting, focusing on SaaS and related technology areas.
- Deep understanding of translating government procurement and compliance requirements into commercially workable SaaS contracting models, with sound judgment on when adaptation is appropriate.
- In-depth knowledge of government legal and regulatory contracting requirements, including familiarity with federal and specific state requirements.
- Ability to independently review and negotiate complex SaaS agreements and ancillary documents such as BAAs and privacy-related documents, applying strong judgment to address novel issues.
- Experience partnering closely with go-to-market teams to manage multiple negotiations under tight deadlines.
- Comfortable working cross-functionally with technical, business, and executive stakeholders.
- High integrity, excellent judgment, and emotional intelligence, with experience building strong collaboration channels across a business.
- Licensed to practice law with a JD and bar admission in the U.S.
- Possession of an active U.S. security clearance or willingness and ability to obtain one.
Preferred Qualifications
- Experience mentoring legal team members on public sector contracting.
- Familiarity with cybersecurity and AI/ML compliance considerations in SaaS environments.
Compensation & Benefits
- Competitive salary range: $235,000—$290,000 USD annually.
- New hire stock equity (RSUs) and employee stock purchase plan.
- Comprehensive benefits including healthcare, dental, parental planning, mental health support, 401(k) plan with match, paid time off, and fitness reimbursements.
- Continuous career development and pathing opportunities.
- Employee-focused onboarding, internal mentoring, and cross-departmental buddy programs.
Location
This position is based in the United States and involves working closely with U.S. federal and state public sector customers and internal teams.