Contracts Advisor

Who you are

• The ideal candidate is hyper-organized, intellectually curious, and possesses excellent business acumen and negotiation prowess
• Minimum of 4-7 years of direct experience negotiating and drafting commercial SaaS contracts within a software company, cloud service provider, or fast-paced technology-focused corporate legal department
• Bachelor’s degree in Business, Legal Studies, or a related field
• JD, or equivalent legal training is highly desired
• CIPP/E, CIPP/US, or equivalent data privacy certification or training highly desired
• Master-level understanding of commercial contract law, SaaS frameworks, cloud licensing architecture, and revenue recognition guidelines
• Proven track record of negotiating directly with C-level executives and legal counsel of Fortune 500 companies
• Strong working knowledge of data privacy laws
• Experience supporting sales / revenue organizations highly desired
• Experience with AI contract drafting / review tools, such as Ivo, Ironclad, Spellbook, etc
• Advanced proficiency in Microsoft Office Suite (Word, Excel, PowerPoint), with high-level skill in utilizing Word Track Changes, comparison tools, and formatting
• Deep experience using Salesforce.com (SFDC) and advanced Contract Lifecycle Management (CLM) databases
• Exceptional attention to detail, maintaining methodical and organized workflows under pressure
• Outstanding verbal and written communication skills

What the job involves

• As a Contracts Advisor, you will play a critical, highly visible role in driving SailPoint’s global sales contracting, commercial negotiations, and contract compliance programs
• Operating with a high degree of autonomy, you will support senior sales leadership and strategic customer accounts, managing complex Software-as-a-Service (SaaS) transactions and other related transactions
• Lead direct negotiations with enterprise-level customers to secure mutually acceptable business and legal terms in alignment with SailPoint’s Commercial Policies. Draft and customize high-complexity commercial agreements, including:
• Software-as-a-Service (SaaS) Cloud Agreements
• Data Privacy Agreements
• Non-Disclosure Agreements (NDAs) and custom modifications
• Custom Amendments and Schedules
• Evaluate third-party contract templates and redlines and propose creative risk-mitigation language that balances commercial velocity with business risk
• 30 Days: Onboarding, Integration & Tool Mastery
• Focus: Familiarizing yourself with SailPoint’s technology, commercial frameworks, key stakeholders, and operational systems
• SailPoint Overview: Learn about SailPoint’s history, mission, and "Four I's" core values (Integrity, Innovation, Impact, Individuals), with a focus on how the legal team supports these principles
• Product & Service Offering: Learn the SailPoint identity security pitch, understanding the key differences between our Software-as-a-Service (SaaS) offerings, cloud licensing architecture, and professional services
• Meet the Team: Introduce yourself to key cross-functional stakeholders, including Strategic Account Executives (AEs), regional sales leaders, Contract Operations team members, Finance (especially Revenue Recognition), Security, and Customer Success
• Mentorship & Alignment: Meet your onboarding buddy, set up recurring 1:1s with your manager, and establish a communication rhythm to discuss active pipelines and strategic accounts
• Tools & Systems: Gain advanced proficiency in SailPoint’s core contract and sales tools, including Salesforce.com (SFDC), the Contract Lifecycle Management (CLM) system, and standard legal document comparison and tracking tools
• 60 Days: Enablement, Playbooks & Initial Negotiations
• Focus: Mastering commercial policies, shadowing active deals, and beginning to lead mid-to-high complexity transactions
• Commercial Enablement: Complete revenue organization and contracts-specific enablement. Deep dive into SailPoint’s Commercial Policies, fallback playbooks, and standard templates (SaaS Cloud Agreements, SLAs, SOWs, and NDAs)
• Shadowing & Calibration: Shadow senior contract managers and legal counsel during active, high-stakes negotiations with Fortune 500 strategic accounts to calibrate your approach with SailPoint's negotiation style
• Portfolio & Pipeline Management: Take ownership of your assigned strategic account portfolio. Review existing contracts, understand customer commercial baselines, and coordinate with AEs on upcoming high-value transactions
• Guided Execution: Lead direct negotiations on mid-complexity transactions, proposing creative risk-mitigation language and evaluating third-party agreements under the guidance of legal leadership
• 90 Days: Autonomy, Strategic Advisory & Operational Leadership
• Focus: Operating with a high degree of autonomy, serving as a trusted business advisor, mentoring peers, and driving closeout efficiency
• Autonomous Enterprise Negotiations: Fully own direct negotiations with enterprise-level strategic accounts, partners, and resellers. Consistently secure favorable terms that balance commercial velocity with appropriate business risk
• Strategic Advisory: Act as the primary, highly visible advisor to Sales, Customer Success, and Finance teams regarding complex contract structures, revenue recognition constraints, and data security requirements
• Legal Operations & Systems Leadership: Spearhead process efficiency projects, such as CLM system enhancements or repository standardization. Help coordinate, prioritize, and allocate contracts requests to optimize regional workflows
• Deal Closeout & Quarter-End Execution: Lead the post-execution process (proper tagging/indexing in CLM, Salesforce reconciliation, provisioning handoffs) and show readiness to drive high-volume, high-pressure transactions during Quarter-End and Year-End cycles
• Mentorship: Provide guidance, support, and informal mentorship to junior members of the contracts team, helping to scale knowledge across the broader Contract Operations function
• Continuous Feedback: Proactively seek out and incorporate feedback from Sales leadership, Finance, and Legal management to continuously optimize deal cycle times and legal alignment

Benefits

• Health and wellness coverage: Medical, dental, and vision insurance
• Disability coverage: Short-term and long-term disability
• Life protection: Life insurance and Accidental Death & Dismemberment (AD&D)
• Additional life coverage options: Supplemental life insurance for employees, spouses, and children
• Flexible spending accounts for health care, and dependent care; limited purpose flexible spending account
• Financial security: 4019k) Savings and Investment Plan with company matching
• Time off benefits: Flexible vacation policy
• Holidays: 8 paid holidays annually
• Sick leave
• Parental leave: Paid parental leave
• Employee Assistance Program (EAP) and Care Counselors
• Voluntary benefits: Legal Assistance, Critical Illness, Accident, Hospital Indemnity and Pet Insurance options
• Health Savings Account (HSA) with employer contribution