General Counsel & Chief Commercial Officer

Willow Seattle, Washington, United States

About Willow

Buildings are more complex than ever — and the teams responsible for running them are still working with fragmented tools, disconnected data, and reactive workflows. Willow is changing that. We build the leading Operational AI platform for the built world, helping owners and operators of large, complex environments — think commercial real estate, higher education, healthcare, and airports — better understand, manage, and optimize their buildings by connecting physical, operational, and human data into a unified digital foundation.

Our platform enables customers to move from reactive workflows to smarter operations, better decision-making, and meaningful financial and operational outcomes. We're a small but mighty company with real customers, real traction, and a genuinely important problem to solve — scaling commercial momentum and building the foundation for long-term category leadership. If you want to do meaningful work at a company that's defining a category, this is the place.

What you'll do

• Lead the negotiation of our largest and most complex US customer agreements, from first redline through to signature
• Own the SaaS Agreement, Order Form, and the rest of the contract suite, keeping them current, defensible, and easy to sell
• Take on the deals that break the template — public universities and state institutions, federal and state data residency requirements, customer-specific security and AI terms, multi-party arrangements with partners and channel
• Keep intake, triage, and matter tracking in good order so the business can see where things are without having to ask

• Own Willow’s pricing architecture — packaging, tiers, expansion mechanics, and discount governance — ensuring pricing is competitive, margin-conscious, and aligned with how customers buy
• Partner with the CEO and CFO to refine the commercial model as Willow scales: new verticals, new geographies, new product surface area
• Track market pricing signals and competitive positioning, and bring clear recommendations to the leadership team
• Own the commercial approval framework so every concession is documented, approved by the right person, and visible to Finance and leadership

• Build and own Willow’s partner and channel strategy: technology partners, resellers, system integrators, and industry associations
• Identify, negotiate, and activate partnerships that accelerate pipeline, extend reach, and create defensible competitive advantages
• Own co-marketing and co-selling motions with key partners, working closely with Sales and Marketing to drive joint pipeline
• Structure and govern partner agreements, referral arrangements, and channel economics

• Work with sales leadership on strategy for major pursuits, joining early enough to shape the deal structure, pricing, and terms
• Build the guardrails that let sales move without calling Legal or Commercial every time, and a clear escalation path for when they do
• Own Order Form governance and quote-to-cash discipline with Finance, so what we sold is what we invoice
• Turn our contract positions and commercial framework into language the sales team can use on a call: objection handling, talk tracks, and answers they can find for themselves
• Own the AI and data story with customers — our commitments on customer data, model training, and platform integrations win us deals, and they need someone who can hold that conversation confidently with a CISO

• Own the full legal function globally — all legal matters, across all jurisdictions, ultimately sit with this role
• Lead and develop our Senior Legal Counsel in…