Senior Contracts Manager

Fastly; San Francisco (CA); Hybrid; USD 106,000 - 127,000; Full time

Benefits offered by this job

Medical insurance

Dental insurance

Vision insurance

401(k) (including company match)

Employee Stock Purchase Program

Flexible Vacation policy

Job summary

Fastly in San Francisco seeks a Senior Contracts Manager to lead complex SaaS and AI contract negotiations, interpret terms, and manage lifecycle with autonomy, partnering with GTM and Procurement. This role focuses on high-stakes deals and strategic contract workflows.

You will advance AI-enabled contracting, balance speed with risk, and drive ongoing process improvements within the Commercial Legal team. Requires a 5+ year track record in tech contracting and a Bachelor’s degree.

Qualifications

• 5+ years of complex commercial contract management and negotiation experience.
• Strong record-keeping and ability to handle dense terms at velocity.
• Experience with Salesforce and CLM systems; AI-assisted negotiation tools a plus.

Responsibilities

• Scale high-stakes commercial negotiation cycles for complex agreements.
• Project manage transactions across internal stakeholders and vendors.
• Support the sales cycle during peak periods and close cycles.
• Leverage AI to streamline contract review and negotiation workflows.
• Manage risk and escalations with clear recommendations and documentation.
• Drive process improvements and ensure data accuracy in systems.
• Handle a broad set of contract administration tasks with minimal supervision.
• Lead initiatives related to products, pricing, and packaging negotiations.

Skills

Contract management

Attention to detail

Salesforce proficiency

AI-enabled contracting

Cross-functional collaboration

Education

Bachelor’s degree

Tools

Salesforce

Ironclad

DocuSign CLM

Claude

Gemini

Job description

Fastly helps people stay better connected with the things they love. Fastly’s edge cloud platform enables customers to create great digital experiences quickly, securely, and reliably by processing, serving, and securing our customers’ applications as close to their end-users as possible — at the edge of the Internet. The platform is designed to take advantage of the modern internet, to be programmable, and to support agile software development. Fastly’s customers include many of the world’s most prominent companies, including GitHub, Yelp, Paramount, and JetBlue.

We’re building a more trustworthy Internet. Come join us.

Senior Contracts Manager

Fastly is looking for an experienced, detail-oriented and organized Senior Contracts Manager to help scale its Contracts Management function. In this role, you will drive the negotiation, interpretation and contract lifecycle management of complex revenue and procurement transactions that directly empower the company’s growth. You will also act as a strategic orchestrator for optimizing our lead-to-cash and other commercial contracting workflows within our Commercial Legal team. Operating with a high degree of autonomy, you will leverage finely tuned business judgment to balance rapid execution with risk mitigation, serving as a trusted partner to our GTM and Procurement teams. This is an individual contributor role that will report to the Director of Contracts Management, with room to grow within the Contracts Management organization.

What You’ll Do

• Scale High-Stakes Commercial Negotiation Deal Cycles: Manage multiple fast-paced and high-stakes commercial deal cycles with meticulous accuracy. You will act as the primary contracts management negotiator for Fastly’s most complex commercial agreements, balancing the speed required by GTM with the precision of a detail-oriented and risk‑aware legal professional. You will utilize developed negotiating strategy skills to drive successful contractual negotiations, revising and drafting negotiated legal agreements on Fastly forms following playbook guidance with limited supervision.
• Execute and Coordinate Transactions: Project manage various transactions, coordinating across all internal stakeholders and counterparties. You will apply robust experience in managing commercial contracts with the ability to identify and resolve cross-functional contract issues with minimal supervision or direction.
• Support the Sales Cycle: Demonstrate the versatile flexibility required to service a demanding sales organization during high-volume, critical time constraints at month-end and quarter-end close cycles.
• Champion Contracting Technology and AI-Enabled Contracts Management: Leverage AI and other advanced legal technology tools to streamline contract review, redlining and negotiation. Develop and optimize AI-enabled contract management workflows to reduce friction, enhance velocity and provide data-backed insights, helping the team scale contract throughput without adding headcount.
• Manage Strategic Risk and Escalations: Exercise independent and finely tuned judgment for relevant matters in keeping with team risk and policy frameworks. You will ensure all risk‑based assessments align with Contracts team practice and risk frameworks, presenting all escalations with recommendations and/or mitigations after consultation with team members and documentation.
• Process Rigor and Continuous Process Improvement: Maintain exceptional standards of process adherence, demonstrating an uncompromising attention to detail to ensure all contract data, Salesforce records and legal deal support approvals are accurate, complete and compliant with internal policies at all times. Regularly contribute to the process of continuous improvement for Contracts team processes, driving efficiency and excellence while contributing to updates to Contracts team risk and policy frameworks.
• Advanced Contract Administration: Maintain an elite level of attention to detail and absolute accuracy in all day-to-day contracts administration with a full understanding of core business systems and Contracts team processes. You will handle a wide range of contract administration tasks with limited supervision or direction under time-sensitive constraints.
• Manage Initiatives: Project manage long-term ad hoc team initiatives, independently handle individual assignments and projects of increasing sophistication, and demonstrate continuing growth in one or more areas, including Fastly products, pricing and packaging, project management, and negotiations.

What We’re Looking For

• Contracting & Industry Expertise: 5+ years of relevant complex commercial contract management, administration and negotiation experience in SaaS, AI or other high-growth and fast-paced technology environments.
• Precision & Attention to Detail: Exceptional time management and organizational skills, excellent record‑keeping, and a hyper-focus on meticulous detail in handling a high volume of simultaneous, complex transactions with dense legal and commercial terms at velocity.
• Tech-Forward Contracting & Systems Proficiency: Extensive hands‑on experience efficiently leveraging Salesforce and other similar CRM platforms, enterprise‑grade contract lifecycle management solutions (e.g. Ironclad, Docusign CLM), and AI‑assisted negotiation tools such as Claude or Gemini to efficiently scale commercial contracting deal support. Ability to learn new systems and processes quickly.
• Business Judgment & Enablement: Proven success collaborating cross‑functionally, building trusted business relationships with GTM organizations as a business enabler, and maintaining strict discretion when handling sensitive, confidential information.
• Strong Communication & Synthesis: Exceptional oral and written communication skills, with a proven ability to translate intricate legal and operational concepts into clear, actionable guidance for diverse internal audiences and teammates.
• Education: Bachelor’s degree.

We’ll be super impressed if you have experience in any of these

• Direct experience executing or supporting structural enterprise contract management tool rollouts, system migrations, or other major workflow optimizations.
• A post‑graduate degree in Contracts Management or similar.
• Background in managing contract deal flows at public companies or across multiple global jurisdictions

Work Hours

The standard working hours for this role are during core business hours, Monday through Friday. However, flexibility is required to work outside of these hours on occasion to support business needs, accommodate different time zones, or meet project deadlines.

Work Location(s) & Travel Requirements

This position has one opening and can be hired in the following preferred office locations:

• San Francisco, CA

Fastly currently embraces a largely hybrid model for most roles which allows employees flexibility to split their time between the office and home.

This position may require travel as required by your role or requested by your manager.

SF / LA Fair Chance Ordinance Statement

Pursuant to the San Francisco Fair Chance Ordinance and the Los Angeles Fair Chance Initiative for Hiring Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

Salary

The estimated salary range for this position is $105,740 to $126,888.

Starting salary may vary based on permissible, non‑discriminatory factors such as experience, skills, qualifications, and location.

This role may be eligible to participate in Fastly’s equity and discretionary bonus programs.

Benefits

• Medical insurance
• Dental insurance
• Vision insurance
• Family planning
• Mental health support along with Employee Assistance Program
• Insurance (Life, Disability, and Accident)
• Flexible Vacation policy
• Up to 18 days of accrued paid sick leave
• 401(k) (including company match)
• Employee Stock Purchase Program
• 12 paid local holidays
• 12 paid company wellness days

Why Fastly?

• We have a huge impact. Fastly is a small company with a big reach. Not only do our customers have a tremendous user base, but we also support a growing number of open source projects and initiatives. Outside of code, employees are encouraged to share causes close to their heart with others so we can help lend a supportive hand.
• We value diversity. Growing and maintaining our inclusive and diverse team matters to us. We are committed to being a company where our employees feel comfortable bringing their authentic selves to work and have the ability to be successful -- every day.
• We are passionate. Fastly is chock full of passionate people and we’re not ‘one size fits all’. Fastly employs authors, pilots, skiers, parents (of humans and animals), makeup geeks, coffee connoisseurs, and more. We love employees for who they are and what they are passionate about.

We’re always looking for humble, sharp, and creative folks to join the Fastly team.

Fastly is committed to ensuring equal employment opportunity and to providing employees with a safe and welcoming work environment free of discrimination and harassment. Our employment decisions are based on business needs, job requirements and individual qualifications.

All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, family or parental status, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances.

Consistent with the Americans with Disabilities Act (ADA) and federal or state disability laws, Fastly will provide reasonable accommodations for applicants and employees with disabilities. If reasonable accommodation is needed to participate in the job application or interview process, to perform essential job functions, and/or to receive other benefits and privileges of employment, please contact your Recruiter, or the Fastly Employee Relations team at [e-mail] or 501-287-4901.

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