Contracts Advisor, Sailpoint
$92.3-155.5k
Excel
Salesforce
Mid and Senior level
Austin
Remote from US
Identity governance & cloud identity management
Open for applications
Identity governance & cloud identity management
1001+ employees
B2BCyber SecurityIdentity
Open for applications
$92.3-155.5k
Excel
Salesforce
Mid and Senior level
Austin
Remote from US
1001+ employees
B2BCyber SecurityIdentity
Company mission
To equip every enterprise to effortlessly manage and secure access to applications and data through the lens of identity – at any speed, at any scale.
Role
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
Our take
SailPoint is a leader in identity management, founded in 2005 to help businesses mitigate security risks. The company went public in 2017 and was acquired by Thoma Bravo in 2022.
SailPoint’s products harness AI and machine learning to automate and streamline identity management, appointing the appropriate access to different identities operating in a business. Its solutions have evolved alongside innovations in the space, and the company remains a top choice for enterprises worldwide.
To continue keeping pace with advancements, SailPoint acquired identity solutions startup SecZetta. It also partnered with Simeio, a leading provider of Identity and Access Management services. Both these moves enabled the company to consolidate its offerings, enhancing its security capabilities and protection measures.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (2 rounds)
Dec 2014
$0.3m
EARLY VC
Nov 2010
$0.6m
GRANT
Total funding: $0.8m
Company 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
Company HQ
Four Points Centre, Austin, TX
Leadership
Mark McClain
(CEO & Founder)Operating Advisor at Elsewhere Partners. Previously and SVP of Software Marketing at Sun Microsystems and a VP of Worldwide Marketing at IBM Tivoli Software.
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