Commercial Counsel, GTM

Commercial Counsel, GTM

We are seeking an experienced and business-oriented Commercial Counsel, GTM to support the continued growth of our higher education SaaS business. This role will serve as a strategic legal partner to Sales, Client Success, Finance, Product, Security, and Executive Leadership by leading contract negotiations, managing legal risk, and helping scale commercial operations.

The ideal candidate combines strong SaaS contracting expertise with the ability to operate in a fast-paced, client-focused environment. Experience working with colleges, universities, or public sector procurement processes is highly preferred.

The role requires strong contracting and negotiating background with awareness of FERPA, WCAG accessibility standards, privacy and data protection laws, AI-enabled technologies, and evolving state legislative requirements.

Essential Functions / Core Responsibilities

• Draft, review, negotiate, and manage a broad range of commercial agreements, including:
• SaaS licensing agreements and API agreements
• Master services agreements (MSAs)
• Order schedules, order forms and amendments
• AI Addendums
• Data usage and data processing agreements (DPAs)
• Professional services agreements
• Partner and reseller agreements
• Privacy policies
• Partner closely with Sales and Client Success teams to support revenue growth while appropriately managing legal and business risk.
• Provide practical, business-focused guidance on contract terms, negotiations, and deal structures.
• Lead negotiations with higher education institutions, including public colleges and universities with complex procurement requirements.
• Ensure contractual commitments align with legal, regulatory, privacy, accessibility, and licensing requirements applicable to institutional clients.
• Coordinate and prioritize legal workstreams, allocating internal and external legal resources to meet business deadlines and risk objectives; manage, develop, and mentor legal team members to build capability and consistent contracting practices.

Legal & Regulatory Support

• Advise internal stakeholders on legal issues related to:
• SaaS and technology transactions
• Data privacy and security
• Higher education contracting requirements
• Procurement and public sector contracting
• Intellectual property and licensing matters
• Support compliance initiatives related to FERPA, data privacy, accessibility, and information security obligations.
• Help maintain and improve standard contract templates, legal playbooks, and contracting processes.
• Provide contract support related to public sector and regulated environment requirements applicable to institutional clients, including TxRAMP and FedRAMP-aligned expectations.

Cross-Functional Partnership

• Collaborate with Product, Engineering, Security, Finance, and Operations teams to support scalable business practices and product delivery that meets legal requirements.
• Assist with vendor agreements and procurement-related legal review.
• Support strategic initiatives, product launches, and operational scaling efforts.
• Contribute to the development of internal policies and legal best practices.

Contract Lifecycle Management

• Oversee the full contract lifecycle from intake and review through execution, amendment, renewal, and termination.
• Develop and maintain standard templates, fallback positions, approval workflows, and playbooks tailored to Higher Education and public sector adjacent contracting.
• Support RFP submissions, including redacting required sections, performing FOIA requests, and interfacing with client legal counsel as necessary.
• Manage a centralized contract repository to support renewals, audits, and compliance tracking.
• Help drive efficiency in the contract lifecycle process, including approval workflows and contract management.
• Identify opportunities to improve negotiation speed, reduce friction, and standardize contracting practices.
• Support outside counsel management when needed.

AI Governance & Data Use

• Support the company's approach to responsible AI use by reviewing and advising contractual obligations related to AI-enabled features, data usage, and model training restrictions.
• Draft, review, and negotiate AI data addendums and AI-related representations to ensure alignment with client expectations, regulatory requirements, and institutional data governance standards.
• Partner with Product, Security, and Engineering to ensure AI-related contractual commitments are accurate, supportable, and compliant with privacy, FERPA, and data protection obligations.
• Assist in maintaining consistency between client contracts, privacy policies, and internal AI governance practices.

Position Requirements

• Juris Doctor (JD) degree from an accredited law school and admission to the Bar in good standing.
• 2–5 years of relevant legal experience, preferably supporting SaaS, EdTech, or Higher Education focused technology solutions.
• Experience negotiating commercial contracts, including API terms, licensing agreements, and AI-related contractual provisions.
• Working knowledge of FERPA, WCAG accessibility standards, privacy policies, GDPR, and state privacy or consumer protection laws.
• Familiarity with public sector or Higher Education procurement environments and regulated-customer expectations.
• Awareness of TxRAMP or FedRAMP-aligned contractual frameworks is a plus (certification not required).
• Experience with contract lifecycle management (CLM) tools preferred.

How Performance Is Measured For This Role

• Ability to efficiently negotiate and manage contracts while mitigating legal, regulatory, privacy, accessibility, and AI-related risk to the business and its clients.
• Effectiveness in partnering with internal teams and external parties to support compliant, mutually beneficial outcomes for institutional clients.