Description
Grafana Labs is seeking a Senior Commercial Counsel to join its dedicated, collaborative, and fast-growing legal team. This role will serve as a strategic legal partner to the business, with primary responsibility for leading high-impact, revenue-generating transactions and supporting the Grafana Labs sales organisation in structuring, negotiating, and closing complex enterprise on-premises and SaaS commercial agreements.
The successful candidate will be a creative and analytical thinker who is highly detail-oriented and embraces a business-oriented approach. They will have the ability to think strategically and build trusted advisor relationships with internal stakeholders. The ideal candidate brings significant experience leading negotiations of complex, high-value commercial agreements with Fortune 500 and other sophisticated enterprise customers, often on customer paper and within highly regulated industries such as healthcare and financial services.
Responsibilities:
- Lead strategy, negotiation, and execution of complex, high-value enterprise B2B agreements, including SaaS and on-premises licences, data processing agreements (GDPR, CCPA), business associate agreements (HIPAA), information security agreements, professional services agreements, channel partner agreements, and other commercial and technology-related contracts.
- Serve as a strategic partner to sales leadership on deal structuring, risk assessment, and negotiation strategy to accelerate revenue while protecting the business.
- Partner with cross-functional teams (e.g., finance, security, support, product) to resolve complex commercial and operational issues and support new go-to-market models, pricing structures, and programs.
- Develop and improve form agreements and negotiation playbooks to drive consistency and scalability.
- Contribute to the development of workflows and processes that enable the legal team to scale effectively, including contract negotiation, execution, and tracking of contractual obligations.
- Support global expansion efforts, including go-to-market initiatives, privacy-by-design, and security-by-design programs.
- Create and deliver training to business teams on legal best practices, effective engagement with legal, and relevant legal and regulatory developments.
Requirements:
- JD or equivalent U.S. law degree and active bar membership in good standing in at least one U.S. jurisdiction.
- 8+ years of technology-related commercial legal experience (preferably in the SaaS industry).
- Demonstrated experience leading complex, high-value enterprise negotiations independently, including with Fortune 500 customers and on customer paper.
- Strong commercial acumen, with the ability to balance legal risk with business objectives in a fast-paced, high-growth environment.
- Proven ability to partner effectively with senior stakeholders, including sales leadership and executives.
- Significant experience with data protection and privacy laws (e.g., GDPR, CCPA), as well as security and compliance frameworks.
- Excellent drafting, negotiation, and communication skills.
- Ability to operate independently, manage a high-volume and high-impact workload, and prioritise effectively.
Bonus Points For:
- Familiarity with open-source licensing.
- Recognition and awards from sales teams for outstanding partnership and support.
Compensation & Rewards:
- In the United States, the OTE (On-Target Earnings) compensation range for this role is $230,000 - $275,000. Actual compensation may vary based on level, experience, and skillset as assessed throughout the interview process. All of our roles include Restricted Stock Units (RSUs), giving every team member ownership in Grafana Labs' success.
Why You'll Thrive at Grafana Labs:
- 100% Remote, Global Culture - As a remote-only company, we bring together talent from around the world, united by a culture of collaboration and shared purpose.
- Scaling Organisation – Tackle meaningful work in a high-growth, ever-evolving environment.
- Transparent Communication – Expect open decision-making and regular company-wide updates.
- Innovation-Driven – Autonomy and support to ship great work and try new things.
- Open Source Roots – Built on community-driven values that shape how we work.
- Empowered Teams – High trust, low ego culture that values outcomes over optics.
- Career Growth Pathways – Defined opportunities to grow and develop your career.
- Approachable Leadership – Transparent execs who are involved, visible, and human.
- Passionate People – Join a team of smart, supportive folks who care deeply about what they do.
- In-Person onboarding - We want you to thrive from day 1 with your fellow new ‘Grafanistas’ to learn all about what we do and how we do it.
- Balance is Key - We operate a global annual leave policy of 30 days per annum. 3 days of your annual leave entitlement are reserved for Grafana Shutdown Days to allow the team to really disconnect.