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OPSWAT, Inc.; Tampa (FL); On-site; USD 180,000 - 240,000; Full time

Job summary

OPSWAT seeks a Senior Commercial Counsel to lead negotiations for high-value agreements and act as a strategic partner across sales, product, and leadership. You will help build the commercial foundation for growth and ensure scalable, compliant contracting processes.

You will report to the General Counsel and influence deal terms, risk management, and training to empower the go-to-market teams in a fast-growing cybersecurity environment.

Qualifications

• 10+ years in commercial transactions, in-house and/or at a law firm.
• JD from an accredited law school with US state bar membership.
• Track record closing complex deals with regulated orgs.

Responsibilities

• Lead negotiations for high-value agreements (SaaS, OEM, MSAs).
• Partner with sales, product, revenue ops, procurement, leadership.
• Develop and maintain commercial playbooks and templates.
• Provide practical legal guidance aligned with business growth.
• Deliver training to scale the go-to-market team.
• Monitor compliance with evolving laws and regulations.

Skills

Commercial negotiations

Stakeholder management

Regulatory awareness

Strategic thinking

Cross-functional collaboration

Education

Juris Doctor (JD)

Job description

OPSWAT

Protecting the World’s Critical Infrastructure

OPSWAT, a global leader in IT, OT, and ICs critical infrastructure cybersecurity, delivers an end-to-end platform that gives public and private sector organizations and enterprises the critical advantage needed to protect their complex networks, secure their devices, and ensure compliance. Over the last 20 years our commitment to innovative technology has earned the trust of more than 1,700 organizations, governments, and institutions globally, solidifying our role in protecting the world’s critical infrastructure and securing our way of life.

Senior Commercial Counsel

Location: Tampa Bay or Remote (US)
Reports to: General Counsel

At OPSWAT, we’re on a mission to protect the world’s most critical infrastructure—from nuclear facilities and global banks to the largest manufacturers and government networks. We're growing fast—double digits year after year—with a global go-to-market team across more than 20 countries. As we scale, we need legal leadership that can move with the business while protecting what matters most: our customers, our reputation, and our mission.

As Senior Commercial Counsel, you'll be a strategic partner to our go-to-market teams and a trusted advisor across the business. You'll own high-stakes negotiations with some of the most security-conscious organizations on the planet and help build the legal foundation for our next phase of growth.

You’ll report directly to our General Counsel and work shoulder to shoulder with sales, product, revenue operations, procurement, and executive leadership.

What You’ll Do

• Lead and own negotiations for high-value commercial agreements — SaaS, OEM, MSAs, enterprise, channel, and professional services deals across critical industries
• Serve as a strategic partner to sales, product, revenue operations, procurement, and executive leaders, balancing speed with smart risk management in a fast-growth environment
• Build, maintain, and continuously improve commercial playbooks and contract templates that make the business faster, more consistent, and ready to scale
• Deliver practical, business-aligned legal guidance that protects the company while accelerating long-term growth
• Develop and roll out legal enablement and training that levels up the entire go-to-market team
• Stay ahead of the laws and regulations shaping our industry so your compliance advice is always sound

What You’ll Bring

• 10+ years of legal experience in commercial transactions, in-house and/or at a law firm, ideally in B2B SaaS or cybersecurity
• Juris Doctor (JD) from an accredited law school and active membership in good standing with at least one U.S. state bar
• A track record of closing complex deals with large, regulated organizations
• Sharp communication skills, strong business acumen, and a pragmatic, solutions-first mindset
• The composure to manage competing priorities and deadlines in a fast-paced environment
• The ability to work independently while collaborating effectively across teams
• A professional presence that earns the confidence of senior stakeholders, both internal and external
• An appetite to grow into a broader leadership role within a scaling legal function

OPSWAT is an equal opportunity employer. We celebrate diversity and are committed to providing an environment where equal employment opportunities are extended to all employees and applicants, free of discrimination and harassment of any type. All employment decisions are based on individual qualifications, job requirements, and business needs without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other category protected by federal, state, or local laws.
#LI-ONSITE

OPSWAT is an equal opportunity employer. We celebrate diversity and are committed to providing an environment where equal employment opportunities are extended to all employees and applicants, free of discrimination and harassment of any type. All employment decisions are based on individual qualifications, job requirements, and business needs without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other category protected by federal, state, or local laws.