Contracts Advisor

About Sail Point

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.

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 and provide mentorship to junior members of the contracts team.

• 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)
    • 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.
• 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.
• 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 updates of Salesforce “contracts closing” records, and delivery notices to provisioning and finance teams.
  • Provide leadership and coordination across cross‑functional teams to resolve complex customer issues under tight deadlines, especially during quarter‑end and year‑end cycles.

• 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.

• 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.

• Advanced proficiency in Microsoft Office Suite (Word, Excel, PowerPoint) with high-level skill in Word Track Changes, comparison tools, and formatting.
• Deep experience using  (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.

Onboarding, Integration & Tool Mastery:
Familiarizing yourself with SailPoint’s technology, commercial frameworks, key stakeholders, and operational systems.

Enablement, Playbooks & Initial Negotiations:
Master…