Senior Contracts Manager

About Dropzone AI

Dropzone's mission is to scale cybersecurity beyond human limits, and augment every single human security engineer/analyst with an army of AI security specialists. Humans alone cannot sufficiently protect our digital future, and AI augmentation is the only way for defenders to reclaim the high ground. We are an award winning company disrupting the $200B+ cybersecurity market.


Powered by Gen AI advancements, our technology offloads repetitive day-to-day work and frees human analysts to focus on real threats and higher-value projects. We are venture-backed, and our team has a rare blend of deep experience across cybersecurity, AI/ML, and SaaS product development. Join us if you want to be on the ground floor of using Gen AI to transform cyber defense. Learn more at

About the role

We're looking for a Senior Contracts Manager to own and streamline the commercial contracting process across the business. You'll partner closely with Sales, Customer Success, Finance, Security, Procurement, and outside counsel to negotiate customer and vendor agreements while balancing legal risk with business objectives.

This is an ideal opportunity for someone who enjoys building scalable processes, improving contract operations, and helping deals move efficiently in a high-growth SaaS environment.

What you'll do

• Own the end-to-end lifecycle for customer and vendor contracts, from intake through execution.
• Draft, review, negotiate, and manage a wide variety of commercial agreements, including:
  • SaaS subscription agreements
  • Master Service Agreements (MSAs)
  • Data Processing Agreements (DPAs)
  • Non-Disclosure Agreements (NDAs)
  • Statements of Work (SOWs)
  • Partner, reseller, and government agreements
  • Vendor and procurement contracts
• Partner with Sales, Finance, Customer Success, Security, Product, and Procurement to move agreements efficiently while balancing business objectives and contractual risk.
• Collaborate with Security and Privacy teams to address customer legal, security, and compliance requirements.
• Serve as the primary owner of day-to-day contract negotiations, identifying contractual and commercial risks, recommending practical solutions, and partnering with outside counsel on novel or high-risk legal matters.
• Develop and maintain contract templates, negotiation playbooks, fallback language, and contracting policies.
• Own contracting operations, including approval workflows, CLM administration, signature processes, contract repository management, reporting, and key contract records.
• Track contract renewals, obligations, and key commercial terms, and support vendor contracting and procurement initiatives.
• Improve contracting metrics, reporting, and operational efficiency.
• Provide practical guidance to internal teams on company contracting policies, approval requirements, and negotiation standards to enable efficient deal execution.

Requirements

• 5+ years of experience managing commercial contracts, preferably in a B2B SaaS or technology company.
• Strong experience independently negotiating customer-facing commercial agreements with enterprise customers.
• Excellent understanding of SaaS business models and common commercial contract terms.
• Familiarity with data privacy concepts, including GDPR, CCPA, and DPAs.
• Experience partnering with internal stakeholders and outside counsel while independently managing day-to-day contract negotiations.
• Strong business judgment and the ability to balance legal risk with commercial objectives.
• Exceptional attention to detail, organizational skills, and written and verbal communication skills.
• Comfortable managing multiple priorities in a fast-paced startup environment.
• Experience with contract lifecycle management (CLM) platforms and e-signature tools such as Ironclad, DocuSign, or similar.

Nice to have

• Experience supporting cybersecurity or enterprise software companies.
• Familiarity with security compliance frameworks such as SOC 2, ISO 27001, FedRAMP, or other public sector procurement requirements.
• Experience working with enterprise procurement teams and channel partners.
• Paralegal certification, NCMA certification, or experience in legal operations.
• Experience building contracting processes at a scaling startup.

Work Environment/Travel

We are a 100% remote company where you will work from your home with company-provided equipment to set you up for success. Semi-frequent travel to professional office settings and other events locally and nationally; some overnight travel expected.

Compensation

In the spirit of pay transparency, we are excited to share the base salary range below, exclusive of fringe benefits or potential bonuses. If you are hired at Dropzone your final base salary compensation will be determined based on factors such as geographic location, skills, education, and/or experience. In addition, all compensation packages include significant above market new hire equity grants because we believe in rewarding long term value creation. If you are hired at Dropzone your final base salary compensation will be determined based on factors such as geographic location, skills, education, and/or experience. In addition to those factors, we believe in the importance of pay equity and consider internal equity of our current team members as a part of any final offer. Please keep in mind that hiring at the maximum of the range would not be typical to allow for future and continued salary growth. We also offer a generous benefits package, including company paid health insurance, 401K Plan with employer match, Self-Managed PTO, parental leave, and more.

The pay range for this role is:

$180,000-$200,000 USD