Senior Commercial Counsel

Grafana; United States; Remote; USD 180,000 - 280,000; Full time

Benefits offered by this job

30 days paid vacation per year

Headspace mindfulness subscription

Learning and development stipend $1,5k

Remote-friendly with coworking spaceSt

Job summary

Grafana Labs seeks a Senior Commercial Counsel to lead high-value enterprise B2B agreements, including SaaS and on-premises licenses, while partnering with sales to accelerate revenue.

You will review vendor, marketing, and channel agreements, advise on privacy initiatives, and help build scalable negotiation playbooks across cross-functional teams.

Qualifications

• 8+ years of technology-related commercial legal experience.
• JD or equivalent U.S. law degree and bar admission in good standing in at least one U.S. jurisdiction.
• Experience leading negotiations with Fortune 500 and other sophisticated enterprise customers.
• Proven drafting and negotiation skills with strong business judgment.

Responsibilities

• Lead strategy, negotiation, and execution of high-value enterprise B2B agreements, including SaaS and on-premises licenses.
• Support sales organization in structuring, negotiating, and closing complex enterprise deals.
• Review and negotiate vendor, marketing, and channel agreements; advise on privacy initiatives.
• Develop and improve form agreements and negotiation playbooks to drive consistency.

Skills

Strategic negotiation

Contract drafting

Cross-functional partnership

Privacy by design

Regulatory compliance

Stakeholder management

Education

JD or equivalent US law degree

Bar admission in at least one US jurisdiction

Job description

• Grafana Labs is seeking a Senior Commercial Counsel to join our dedicated, collaborative, and fast-growing legal team
• This role will serve as a strategic legal partner to the business, with primary responsibility for leading high-impact, revenue-generating transactions and supporting the Grafana Labs sales organization in structuring, negotiating, and closing complex enterprise on-premises and SaaS commercial agreements
• This role will also support broader legal matters, including reviewing and negotiating vendor and marketing agreements, advising on and supporting channel programs, contributing to privacy initiatives, maintaining commercial legal form agreements, and partnering on other cross-functional matters
• Lead strategy, negotiation, and execution of complex, high-value enterprise B2B agreements, including SaaS and on-premises licenses, data processing agreements (GDPR, CCPA), business associate agreements (HIPAA), information security agreements, professional services agreements, channel partner agreements, and other commercial and technology-related contracts
• Serve as a strategic partner to sales leadership on deal structuring, risk assessment, and negotiation strategy to accelerate revenue while protecting the business
• Partner with cross-functional teams (e.g., finance, security, support, product) to resolve complex commercial and operational issues and support new go-to-market models, pricing structures, and programs
• Develop and improve form agreements and negotiation playbooks to drive consistency and scalability
• Contribute to the development of workflows and processes that enable the legal team to scale effectively, including contract negotiation, execution, and tracking of contractual obligations
• Support global expansion efforts, including go-to-market initiatives, privacy-by-design, and security-by-design programs
• Create and deliver training to business teams on legal best practices, effective engagement with legal, and relevant legal and regulatory developments

Benefits

• Vacation: Balance is key. Our team enjoys 30 days of paid vacation each year on top of national holidays, parental leave, and sick leave. We also take a breather on a number of Grafana Shutdown Days each year
• Healthcare: We’re proud to provide health coverage or stipends for our colleagues in the US, UK, Canada, the Netherlands, Sweden, Singapore, and India
• Retirement planning: There’s no time like the present to start saving for your future. We make employer contributions into the pension pots of our team members in the US, UK, Canada, the Netherlands, Sweden, and Germany
• Professional development: On top of a $1,500 annual learning and development stipend, Grafanistas have thousands of on-demand courses at their fingertips to help them grow professionally. Want to attend a conference or training? Go ahead. Just pass on what you learned
• Work location: Vast majority of our roles are fully remote, focused on hiring the best talent and allowing you to perform from the comfort of your home. If you fancy a change of scene, we’ll also reimburse you up to $175 a month for a personal co-working space
• Choice of tech: There’s no one-size-fits-all when it comes to the tech required to do your job. Choose the laptop and accessories you need when you join us, and we’ll refresh them every three years
• Mindfulness: When you join the team, you can sign up for a complimentary subscription to Headspace to take advantage of the benefits of mindfulness and meditation. Our wellbeing resource group also organize sessions run by fellow Grafanistas or external trainers
• Global Employee Assistance Program: We offer all team members a 100% confidential support service with 24/7 365 access to professionally qualified counsellors and specialists
• Paid parental leave: Grafana offers paid parental leave to all eligible new parents. This offers Grafanistas time to bond with and care for their children in the first year after birth or adoption

The successful candidate will be a creative and analytical thinker who is highly detail-oriented and embraces a business-oriented approach

They will have the ability to think strategically and build trusted advisor relationships with internal stakeholders

The ideal candidate brings 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

This individual is an exceptional drafter and strategic negotiator with strong business judgment, able to quickly distinguish between material legal risk and negotiable terms

They take a pragmatic, solutions-oriented approach that balances legal protection with commercial objectives, ensuring negotiations remain constructive and deals continue progressing toward closure

The candidate should have a proven track record as a trusted partner to sales, with demonstrated success managing sophisticated counterparties, navigating complex issues, and driving critical revenue-generating transactions through to timely and successful execution

Demonstrated experience leading complex, high-value enterprise negotiations independently, including with Fortune 500 customers and on customer paper

Excellent drafting, negotiation, and communication skills

Significant experience with data protection and privacy laws (e.g., GDPR, CCPA), as well as security and compliance frameworks

8+ years of technology-related commercial legal experience (preferably in the SaaS industry)

Proven ability to partner effectively with senior stakeholders, including sales leadership and executives

Ability to operate independently, manage a high-volume and high-impact workload, and prioritize effectively

JD or equivalent U.S. law degree and active bar membership in good standing in at least one U.S. jurisdiction

Strong commercial acumen, with the ability to balance legal risk with business objectives in a fast-paced, high-growth environment

Recognition and awards from sales teams for outstanding partnership and support

Familiarity with open-source licensing