Sr. Contracts Manager Jobs

SailPoint is the leading Identity Governance Administration (IGA) product and the only multi-tenant SaaS solution on the market. By harnessing the power of AI and machine learning, SailPoint automates and streamlines the complexity of delivering the right access to the right identities and technology resources at the right time. Delivered at the scale our enterprise customers demand.

We are searching for a talented, self-motivated individual contributor who wants to be a vital part of a newly private, high-growth, world-class, global cybersecurity technology company.

As our remote Sr. Contracts Manager, you will help drive sales transactions direct with customers and indirect through multiple channels of distribution.  You will ensure effective deal processes and alignment to legal systems. As you grow in the role with support from your colleagues, team leadership, and SailPoint’s sponsorship of subject matter training, you will take on negotiating and closing ever more complex commercial transactions. The right candidate for the job makes a great teammate, works well at the “speed of sales,” has a good sense of humor, and is detail-focused, hyper-organized, intellectually curious, and driven to see things through to completion (i.e., a “closer”).

Within 1-2 months:

You will complete corporate onboarding (virtual) and Revenue Onboarding (in-person in Austin) to learn about the sales processes and how we support them at SailPoint. You will be able to handle most NDA positions and initiate SaaS/software license negotiations on SailPoint paper. You will have one to one training on our contracts, positions, and playbook while gaining and understanding of the products and customers.

Within 3 months:

You will be tackling light redlines on SailPoint paper, familiar with the escalations process, and using the contracts playbook independently. Data privacy/processing, security, and SailPoint terms and conditions, and software/SaaS agreements will be top learning priorities.

Within 6 months:

You will be confident negotiating data privacy/processing, security, and SailPoint terms and be handling multiple, simultaneous negotiations on SailPoint paper with minimum escalations.

Within 1 year:

You will be confident negotiating complex redlines on SailPoint or customer paper.

Responsibilities:

• Supporting SailPoint’s enterprise and strategic account contract negotiation and management activities
• Enablement for sales and customers on SailPoint's approach to selling SaaS, software and services
• Contract management for assigned accounts
• Responsible for reviewing and negotiating non-standard statements of work for consulting/professional services associated with major accounts
• Contract compliance and revenue recognition guidance
• Responsible for supporting negotiations as part of commercial SaaS subscription and software licensing transactions
• NDAs
• Partner Agreements (Alliance, Resale/Distribution, MSP)

Requirements include experience with a substantial portion of the following:

• EST candidates given priority but will consider CST.
• Alliance, consulting/professional services (including SOWs), distribution/resale and MSP agreements
• 7+ years supporting sales-side enterprise/B2B commercial contracting
• Bachelor’s degree preferred, or global equivalent experience
• Data Privacy regulations and requirements
• 7+ years minimum of commercial transactions involving SaaS subscription and/or software license terms
• Anti-bribery laws and export control
• Negotiating directly with the end user customer or through a distribution partner
• Quote Special Terms to address unique transaction terms
• Non-disclosure Agreements (NDAs)

Many teammates have law degrees, related professional certifications, or MBAs and these are preferred but not required. SailPoint favors candidates with demonstrated work experience addressing data privacy regulations, government contracting (including Federal Acquisition Regulations (FAR)) and industry-specific issues arising in medical / health care / biopharma commercial contracting.