Managing Counsel, GTM & Commercial

Overview

The organization is seeking an experienced Managing Counsel, GTM & Commercial to lead go-to-market (GTM) legal support and manage the commercial contracting function. This role is responsible for advising marketing and sales-facing teams, building scalable compliance processes, and overseeing commercial legal operations as the organization scales.

This position will serve as a senior legal partner to teams including Marketing, Affiliate, Business Development, Enterprise Sales, Product Marketing, and Customer Marketing, helping teams find practical paths forward while prioritizing the legal risks that matter.

Responsibilities

GTM Legal & Compliance (80%)

• Serve as senior legal advisor to GTM functions, including Marketing, Affiliate, Product Marketing, Business Development, Enterprise Sales, and Customer Marketing.
• Advise on advertising and consumer protection matters, including FTC requirements, endorsements and testimonials, TCPA and state mini-TCPAs, CAN-SPAM, the Telemarketing Sales Rule, auto-renewal and free-trial requirements, and related state and international laws as applicable.
• Counsel on legal issues involving AI in marketing and advertising, including AI-related claims, AI-generated content, and the use of AI tools in customer-facing and promotional contexts.
• Support GTM teams in finding creative, practical paths forward on marketing campaigns, social influencer and affiliate programs, sponsorships, and other customer-facing initiatives.
• Build scalable compliance processes, training, playbooks, and escalation frameworks that enable GTM teams to move quickly and engage Legal at the right time.
• Enforce and evolve the legal framework for social influencer and affiliate programs, including influencer agreements, FTC disclosure compliance, content review processes, and program governance.
• Oversee development and enforcement strategies for key customer-, partner-, and program-facing terms, including Terms of Service, Affiliate Program Terms, contest and promotion rules, and other GTM-related terms.
• Manage trademark portfolio and brand-protection program, including coordination of outside trademark counsel, domain management, and DMCA matters.
• Partner closely with Product, Privacy, Compliance, Finance, and Legal Operations on cross-functional issues.
• Help set priorities across the GTM & Commercial legal function to keep resources focused on the organization’s highest-impact and highest-risk work.

Commercial Legal Oversight (20%)

• Oversee and support the commercial legal function across the business, setting clear expectations for ownership, judgment, responsiveness, and performance.
• In partnership with the VP of Legal, establish and operationalize the company’s commercial risk framework, approve escalated positions within delegated authority, and present material exceptions for executive decision.
• Remove operational or legal roadblocks for custom GTM agreements, including integration and technology partnerships, sponsorships, events, media and talent partnerships, influencer and affiliate arrangements, enterprise customer agreements, and other strategic commercial relationships.
• Oversee and support development, implementation, and maintenance of templates, playbooks, negotiation parameters, and escalation standards to resolve routine matters efficiently.

Requirements

• J.D. from an accredited law school and active membership in good standing with at least one U.S. state bar.
• 10+ years of progressively responsible legal experience, including substantial in-house technology or SaaS experience and at least 3 years leading attorneys or legal professionals. Exceptional candidates with 8-9 years of directly relevant experience may be considered.
• Significant experience independently structuring, drafting, and negotiating commercial and strategic agreements, with a keen eye for clever solutions to complex dealbreakers.
• Strong working knowledge of advertising and consumer protection laws applicable to GTM activities, including FTC advertising and endorsement requirements, TCPA, CAN-SPAM, and related state laws.
• Direct experience advising on social influencer and affiliate marketing programs, including FTC endorsement and disclosure compliance.
• Demonstrated experience advising Marketing, Sales, Business Development, Affiliate, Partnerships, or similar GTM organizations.
• Working knowledge of legal issues related to AI in advertising and marketing.
• Experience managing and developing a team of attorneys and legal professionals (3+ direct and indirect reports), including delegating effectively, creating clear ownership and accountability, and mentoring/developing individuals into broader scopes.
• Proven ability to advise and influence senior executives, with the judgment and confidence to provide practical recommendations and appropriately push back when necessary.
• Exceptional prioritization and business judgment, including the ability to distinguish material risk and high-impact work from issues that do not warrant significant legal resources.
• Experience building scalable legal processes, including templates, playbooks, negotiation parameters, escalation frameworks, and self-service tools.
• Strong communication skills, executive presence, and a business-first mindset focused on finding practical paths forward.
• Comfort operating with ambiguity and making sound, defensible decisions without a perfect playbook or constant oversight.

Preferred Qualifications

• Experience with international advertising and consumer protection laws.
• Familiarity with regulatory investigations and enforcement proceedings (e.g., FTC, state AG).
• Experience with CLM platforms.
• Experience with brand-protection programs.

Compensation & Benefits

• Salary range: $193000 - $243000 annually.

Location

• Remote-first organization with team members across 10+ countries.