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Salary: USD 230,000 - 275,000 / annual
Grafana Labs, the company behind Grafana Cloud (a fully managed observability platform trusted by 10,000+ organizations including Anthropic, Bloomberg, NVIDIA, Microsoft, and Salesforce), is seeking a Senior Commercial Counsel to join its legal team. This is a fully remote role based in the United States.
You will serve as a strategic legal partner to the business, leading high-impact, revenue-generating transactions and supporting the sales organization in structuring, negotiating, and closing complex enterprise on-premises and SaaS commercial agreements. You will also support broader legal matters including vendor and marketing agreements, channel programs, privacy initiatives, and commercial legal form agreements.
Key responsibilities include:
- Leading strategy, negotiation, and execution of complex, high-value enterprise B2B agreements (SaaS licenses, on-premises licenses, data processing agreements under GDPR/CCPA, business associate agreements under HIPAA, information security agreements, professional services agreements, channel partner agreements)
- Serving as a strategic partner to sales leadership on deal structuring, risk assessment, and negotiation strategy to accelerate revenue while protecting the business
- Partnering with cross-functional teams (finance, security, support, product) to resolve complex commercial and operational issues and support new go-to-market models, pricing structures, and programs
- Developing and improving form agreements and negotiation playbooks to drive consistency and scalability
- Contributing to workflows and processes that enable the legal team to scale effectively
- Supporting global expansion efforts, including go-to-market initiatives, privacy-by-design, and security-by-design programs
- Creating and delivering training to business teams on legal best practices and relevant legal and regulatory developments
The ideal candidate is a creative and analytical thinker who is highly detail-oriented and embraces a business-oriented approach. You will think strategically, build trusted advisor relationships with internal stakeholders, and bring 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. You are an exceptional drafter and strategic negotiator with strong business judgment, able to quickly distinguish between material legal risk and negotiable terms. You take a pragmatic, solutions-oriented approach that balances legal protection with commercial objectives, ensuring negotiations remain constructive and deals progress toward closure.
Grafana Labs is a 100% remote company with team members across 40+ countries, backed by leading investors including Lightspeed Venture Partners, Sequoia Capital, GIC, Coatue, J.P. Morgan, CapitalG, and Lead Edge Capital. The company is built on open-source legacy, global collaborative culture, and a passion for meaningful work. The team thrives in an innovation-driven environment where transparency, autonomy, and trust fuel everything.
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 prioritize effectively
BONUS:
- Familiarity with open-source licensing
- Recognition and awards from sales teams for outstanding partnership and support
