Contracts Advisor

About this role

About SailPoint SailPoint is the leader in identity security for the modern enterprise. We harness the power of AI and machine learning to tokenize and secure digital identities, helping the world’s largest and most complex organizations govern access permissions with confidence. We are searching for a talented, self- motivated, and high-performing Contracts Advisor who wants to be a vital part of building a world-class contract operations function.

Position Summary

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 commercial software licensing, Software-as-a-Service (SaaS) transactions, and professional services agreements. The ideal candidate is hyper-organized, intellectually curious, and possesses excellent business acumen and negotiation prowess. In this senior individual contributor role, you will not only manage high-stakes transaction pipelines but also spearhead legal operations projects (including contract lifecycle management system enhancements) and provide mentorship to junior members of the contracts team.

Key Responsibilities

1. High-Value Contract Negotiation & Drafting

Lead direct negotiations with enterprise-level end-users, strategic major accounts, partners, and resellers to secure favorable business and legal terms in alignment with SailPoint’s Commercial Policies. Draft and customize high-complexity commercial agreements, including: • Software License Agreements (SLA) • Software-as-a-Service (SaaS) Cloud Agreements • Partner, Channel, and Reseller Terms • Professional Services Statements of Work (SOW) • Non-Disclosure Agreements (NDAs) and custom modifications • Custom Addenda, Schedules, and Service Level Agreements (SLAs)

Evaluate third-party contract templates, redlines, and propose creative risk-mitigation language that balances commercial velocity with business risk.

2. Contract Compliance & Advisory

Act as a primary advisor to commercial Sales, Customer Success, Finance, and Security teams regarding contract terms, commercial structures, and compliance. • Provide robust governance and guidance on Revenue Recognition matters (including ASC 606 • compliance) during contract drafting and negotiation. • Review and negotiate strict Data Privacy and Security Requirements (e.g., GDPR, CCPA/CPRA, and • sector-specific privacy regulations). • Maintain compliance protocols for government and public sector sales, leveraging experience with • Federal Acquisition Regulations (FAR) where applicable.

3. Legal Operations, Systems & Closeout Leadership • Drive process efficiency by coordinating, prioritizing, and allocating contracts requests across regions, ensuring optimal workload management.

Facilitate seamless post-execution operations, ensuring: • Proper filing, tagging, and indexing of signed agreements in the contracts repository. • Accurate and timely updates of Salesforce “contracts closing” records. • Execution of delivery notices and handoffs to provisioning and finance teams.

Provide leadership and coordination across cross-functional teams to resolve complex customer issues under tight deadlines, particularly during high-pressure Quarter-End and Year-End cycles.

Experience Minimum of 7+ years of direct experience negotiating and drafting commercial contracts within a software company, cloud service provider, or fast-paced technology-focused corporate legal department.

Education & Credentials • Bachelor’s degree in Business, Legal Studies, or a related field. • MBA, JD, or equivalent legal training is highly desired. • Professional contract management certification (e.g., World Commerce & Contracting / IACCM, CPD, ILEX, CIPFA) is strongly preferred.

Expertise • 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 and public sector contracting (FAR/DFARS) requirements.

Technical Skills & Competencies • 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.

Path to success 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 tr

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