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Coursera and Udemy have merged to create a comprehensive skills platform serving 300+ million learners and 12,000+ enterprise customers. This senior in-house legal role sits at the center of the company's go-to-market strategy, combining direct sales, solution-led growth, and indirect distribution through a global partner and channel ecosystem.
You will serve as dedicated legal counsel for B2B Enterprise, Technology Alliances, and Channel and Distribution Partnerships, reporting directly to the Head of Commercial Legal, Strategic Growth. This is a commercially-driven position requiring deep transactional expertise combined with strong business instincts and high independence.
Key responsibilities include:
**B2B Enterprise, Ecosystems and Technology Transactions:**
- Take primary ownership of drafting, reviewing, and negotiating complex commercial agreements across global system integrator arrangements, channel partner and reseller agreements, technology alliance and co-sell agreements, enterprise SaaS and platform licensing, API and technical integration agreements, and distribution partnerships.
- Advise senior business stakeholders including GTM leadership and Product teams on deal structuring, risk allocation, commercial terms, and multi-jurisdictional considerations, positioning Legal as a genuine business enabler.
- Partner with Product Legal to develop legal frameworks supporting self-serve and low-touch commercial motions, including API access agreements, developer terms, usage-based licensing structures, and SMB onboarding frameworks.
- Provide guidance on AI-related commercial arrangements, data-sharing agreements, and emerging technology implementations in enterprise deals.
- Own and continuously develop enterprise and channel contracting templates, playbooks, negotiation guidelines, and approval frameworks.
- Design scalable legal infrastructure empowering fast-moving deal teams to execute efficiently while maintaining sound risk controls.
**GTM Product Commercialisation and Third-Party Integration:**
- Act as primary legal partner for commercialisation of GTM products, advising on go-to-market structures, route-to-market models, pricing and packaging frameworks, and governing legal terms.
- Draft and negotiate agreements governing embedding, bundling, or distribution of products within third-party platforms, marketplaces, and ecosystems, including white-label arrangements, OEM agreements, co-branded offerings, and platform integration terms.
- Advise on licensing boundaries and revenue-sharing constructs as the product suite evolves.
- Work closely with Product, Product Legal, Marketing, and Sales to ensure commercial and legal structures keep pace with product development and new route-to-market initiatives.
**Requirements:**
- Qualified lawyer with 10+ years of post-qualification experience, including meaningful in-house tenure at a technology, SaaS, or enterprise software company.
- Proven track record negotiating complex B2B technology agreements including GSI, channel, reseller, alliance, and enterprise platform deals, ideally within or alongside global organisations.
- Demonstrable experience advising on product commercialisation, route-to-market strategy, or third-party distribution and embedding arrangements.
- Genuinely commercial approach: able to identify and manage risk pragmatically, find workable solutions under pressure, and avoid being a blocker to growth.
- Exceptional business judgement and ability to balance legal risk with commercial objectives in fast-moving deal environments.
- Executive-level communication skills: able to distill complex issues into clear, actionable guidance and influence stakeholders from SMB to large enterprise and C-suite.
- Comfortable operating across both high-touch enterprise deals and high-volume standardised indirect channel frameworks.
- Highly organised and self-directed, with demonstrated ability to manage high-volume deal workload across competing priorities with minimal supervision.
- Track record of using approved AI tools to increase legal productivity and staying current on AI governance obligations.
- Collaborative team player who understands their place in a broader legal function and actively supports colleagues.
