Contracts Advisor

## About SailPoint 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. We are searching for a talented, self- motivated, and high-performing Contracts Manager who wants to be a vital part of building a world-class contract operations function. ## Position Summary As a Contracts Manager, 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 (including contract lifecycle management system enhancements) and provide mentorship to junior members of the contracts team. ## Key Responsibilities **1. 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) and custom modifications - 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. **2. 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. **3. 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 and timely updates of Salesforce “contracts closing” records. - Execution of delivery notices and handoffs to provisioning and finance teams. Provide leadership and coordination across cross-functional teams to resolve complex customer issues under tight deadlines, particularly during high-pressure Quarter-End and Year-End cycles. ## Path to success **30 Days: Onboarding, Integration & Tool Mastery** Focus: Familiarizing yourself with SailPoint’s technology, commercial frameworks, key stakeholders, and operational systems. - SailPoint Overview: Learn about SailPoint’s history, mission, and "Four I's" core values (Integrity, Innovation, Impact, Individuals), with a focus on how the legal team supports these principles. - Product & Service Offering: Learn the SailPoint identity security pitch, understanding the key differences between our Software-as-a-Service (SaaS) offerings, cloud licensing a…