Overview
The organization is seeking a practical, business-oriented Senior Contracts Negotiator/Corporate Counsel (Public Sector) to join its Commercial Legal Team. This role leads complex, high-value outbound transactions and serves as a trusted advisor for the Public Sector business, supporting US State, Local, and Higher Education (SLED) channels as well as channel partners and resellers.
Working closely with cross-functional teams—including Sales, Deals Desk, Finance, Professional Services, Security, and Product—this role helps drive sales velocity, navigate public sector procurement regulations, and protect the organization’s interests in fast-paced SaaS and cloud environments.
Responsibilities
Public Sector Deal Execution & Negotiation
- Provide leadership and ownership over dedicated, comprehensive legal support for the North American public sector sales program and transactions, including:
- Go-to-market counseling and RFx support
- Bid protest guidance
- Contract negotiation (e.g., MSAs, NDAs, and SOWs)
- Representative/certification (rep/cert) reviews
- Preparation of open records request responses
- Contract dispute and performance advice
- Prepare, implement, and optimize forms, playbooks, processes, and procedures to scale the public sector business and mitigate associated risks.
- Track new and emerging public sector policies, regulations, and trends.
- Draft, review, and negotiate complex public sector transactions, including:
- SaaS agreements
- Master agreements
- Professional services agreements
- Task orders
- Amendments
- Non-disclosure agreements
- Channel/reseller agreements
- Lead end-to-end deal structuring for SLED transactions.
Cross-Functional Collaboration & Process Optimization
- Build and refine contracting workflows, public sector playbooks, standard operating procedures (SOPs), and specialized public sector deal templates (e.g., state addenda) and contracting vehicles.
- Train internal teams (Sales, Sales Ops, Deals Desk) on government contracting standards, common redlines, and public procurement nuances to accelerate cycle time.
- Provide support and public sector expertise to other attorneys as relevant, including international public sector procurement, channel, and strategic partners.
- Leverage and enhance Contract Lifecycle Management (CLM) and AI tools to streamline public sector contract operations and maintain accurate contract repositories.
Requirements
Option A: Senior Contract Negotiator (Non-Attorney)
- Education: Bachelor’s Degree or equivalent practical experience.
- Certifications (plus): Certified Federal Contracts Manager (CFCM) or Certified Professional Contracts Manager (CPCM).
- Experience: 5+ years of extensive, hands-on experience drafting and negotiating complex commercial contracts, with at least 3+ years dedicated to U.S. Public Sector (SLED and/or Federal) contracting in a SaaS, enterprise software, or tech environment.
Option B: Corporate Counsel (Attorney)
- Education & Credentials: Juris Doctor (JD) from an accredited law school and active bar membership in good standing (with eligibility for in-house registration).
- Experience: 5+ years of combined experience in-house or at a law firm, with significant experience with U.S. Public Sector (SLED and/or Federal) SaaS and cloud technology transactions.
Core Competencies & Skills
- Deep Public Sector Knowledge: Familiarity with public procurement frameworks, government contract vehicles, reseller/channel partner deal mechanics, and government-specific compliance standards (e.g., state addenda, data privacy/BAA/DPA requirements). Experience with cooperative purchasing vehicles (e.g., NASPO, TIPS) preferred. Public sector higher education experience is a plus. Experience with U.S. federal government, Canadian federal, provincial/territorial, and municipal government, or international public procurement is also a plus.
- RFx Legal Support: Knowledge of RFx processes and best practices as they relate to legal support.
- Negotiation & Commercial Acumen: Ability to manage aggressive sales cycles, negotiate directly with government agencies and opposite counsel, and balance business objectives with risk mitigation.
- Project Management: Track record of independently managing high-volume quarter-end driven, fast-paced environments.
- Communication & Collaboration: Excellent oral and written communication skills; ability to summarize complex legal and regulatory concepts for business leadership.
- Tech-Savvy: Proficiency with Contract Lifecycle Management (CLM) software, Salesforce/CRMs, and enterprise tools, including AI tools.
Compensation & Benefits
Washington, D.C. (if hired in this location)
- Compensation range: between $99,200 and $121,500 for full-time employees, in addition to eligibility for variable pay, equity, and benefits.
- Benefits may include, but are not limited to, health and wellness, 401k, ESPP, vacation, parental leave, and more.
- Salary may vary depending on location, skills, and experience.
What’s offered
- Comprehensive medical, dental, vision, disability, life insurance
- Health Savings Account (HSA), Flexible Spending Account (FSAs), and Commuter benefits
- 401K match and ESPP
- Paid time off and paid sick leave
- Paid parental and pregnancy leave
- Family-forming benefits (IVF, Preservation, Adoption etc.)
- Emergency backup care (Child/Adult/Pets)
- Employee Assistance Program (EAP) with counseling sessions available 24/7
- Free legal services that provide legal advice, document creation and estate planning
- Employee bonus referral program
- Debt refinancing assistance
- Employee perks and discounts program
Location
Washington, D.C. (compensation range applies if hired in Washington, D.C.)