Senior Counsel, GTM Legal

Gong; San Francisco (CA); On-site; USD 171,000 - 260,000; Full time

Benefits offered by this job

Medical, dental, and vision plans

Wellbeing Fund

Mental Health benefits

401(k)

Education stipend

Flexible vacation time

Parental leave

Recharge days

Remote work stipend

Job summary

Gong is seeking a Senior Counsel, GTM Legal to serve as a trusted partner to Gong's Go-to-Market organization, leading complex enterprise negotiations and scaling the legal function in a fast-paced SaaS environment.

You will work closely with Sales, Deal Desk, Security, Product, Privacy, Finance, and executives to structure commercial solutions that accelerate revenue while managing legal risk, mentoring junior lawyers, and improving contracting processes across AI, privacy, security, and other

Qualifications

• J.D. degree and admission in good standing to at least one U.S. state bar.
• 8+ years of relevant legal experience, including significant in-house experience supporting complex commercial transactions.
• Experience negotiating sophisticated enterprise SaaS, cloud, technology, cybersecurity, data, licensing, or professional services agreements.
• Ability to independently manage complex customer negotiations, identify key risks, and provide practical recommendations.
• Strong business judgment and experience partnering directly with Sales and other cross-functional stakeholders.
• Ability to influence, communicate clearly, and prioritize effectively in a high-volume environment.
• Experience mentoring, coaching, or developing other legal professionals.

Responsibilities

• Lead negotiation and drafting of complex enterprise SaaS, AI, licensing, professional services, and strategic commercial agreements.
• Advise Sales and business leaders on deal strategy, legal risk, and escalation decisions.
• Provide practical, business-oriented guidance that supports commercial objectives.
• Independently manage multiple high-value negotiations and competing priorities.
• Partner with Sales, Deal Desk, Product, Security, Privacy, Finance, and executive stakeholders.
• Develop and improve templates, playbooks, fallback positions, and contracting processes.
• Identify opportunities to improve contracting efficiency, cycle time, and scalability.
• Mentor and develop junior lawyers and contribute to team capability-building.
• Contribute to the development of legal guidance, negotiation playbooks, and consistent approaches to AI, privacy, security, and other emerging commercial issues.

Skills

SaaS negotiations

In-house experience

Negotiation

Cross-functional collaboration

Mentoring juniors

Legal risk assessment

Communication

Education

J.D. degree

Job description

Gong harnesses the power of AI to transform how revenue teams win. The Gong Revenue AI Operating System unifies data, insights, and workflows into a single, trusted system that observes, guides, and acts alongside the world’s most successful revenue teams. Powered by the Gong Revenue Graph, AI-powered intelligence, specialized agents, and trusted applications, Gong helps more than 5,000 companies around the world deeply understand their teams and customers, automate critical sales workflows, and close more deals with less effort. For more information, visit www.gong.io.

At Gong, you will join a company built on innovative products, ambitious goals, and passionate people. We are shaping the future of revenue intelligence and we want people who are excited to build what comes next. You will work with a team that dreams big, moves fast, and cares deeply about the craft and about each other. Here, transparency and trust are core to how we operate, and every person has the opportunity to make a visible impact. If you want to grow, stretch, and do work that truly matters, Gong is the place to do the best work of your career.

As Senior Counsel, GTM Legal, you'll serve as a trusted legal partner to Gong's rapidly growing Go-to-Market organization, leading complex enterprise customer negotiations while helping scale a world-class legal function.

You’ll work closely with Sales leadership, Deal Desk, Security, Product, Privacy, Finance, and other cross-functional partners to structure creative commercial solutions that accelerate revenue while appropriately managing legal risk. You’ll also play an important role in mentoring junior lawyers, improving contracting processes, and helping Legal scale alongside Gong's continued growth.

This is an ideal opportunity for someone who enjoys solving complex commercial problems, thrives in a fast-paced SaaS environment, and wants to help build one of the industry's leading GTM Legal organizations.

Responsibilities

• Lead negotiation and drafting of complex enterprise SaaS, AI, licensing, professional services, and strategic commercial agreements.
• Advise Sales and business leaders on deal strategy, legal risk, and escalation decisions.
• Provide practical, business-oriented guidance that supports commercial objectives.
• Independently manage multiple high-value negotiations and competing priorities.
• Partner with Sales, Deal Desk, Product, Security, Privacy, Finance, and executive stakeholders.
• Develop and improve templates, playbooks, fallback positions, and contracting processes.
• Identify opportunities to improve contracting efficiency, cycle time, and scalability.
• Mentor and develop junior lawyers and contribute to team capability-building.
• Contribute to the development of legal guidance, negotiation playbooks, and consistent approaches to AI, privacy, security, and other emerging commercial issues.

Qualifications

• J.D. degree and admission in good standing to at least one U.S. state bar
• 8+ years of relevant legal experience, including significant in-house experience supporting complex commercial transactions.
• Experience negotiating sophisticated enterprise SaaS, cloud, technology, cybersecurity, data, licensing, or professional services agreements.
• Ability to independently manage complex customer negotiations, identify key risks, and provide practical recommendations.
• Strong business judgment and experience partnering directly with Sales and other cross-functional stakeholders.
• Ability to influence, communicate clearly, and prioritize effectively in a high-volume environment.
• Experience mentoring, coaching, or developing other legal professionals.

Preferred Qualifications

• Experience supporting enterprise software, SaaS, cloud infrastructure, cybersecurity, AI, data, or other enterprise technology businesses.
• Experience developing scalable contracting processes, templates, playbooks, or legal operations.
• Experience partnering with senior business stakeholders on strategic customer negotiations.
• Familiarity with data privacy, AI-related contracting, security requirements, and complex enterprise procurement processes.

Why This Role Matters

Gong is entering its next stage of growth as an AI-powered revenue platform. As our enterprise customer base expands and our go-to-market organization continues to scale, Legal must evolve alongside it. This role is critical to helping us support increasingly complex customer engagements while continuing to improve how Legal partners with the business and develops the next generation of GTM legal talent.

Perks & Benefits

• We offer Gongsters a variety of medical, dental, and vision plans, designed to fit you and your family’s needs.
• Wellbeing Fund - flexible wellness stipend to support a healthy lifestyle.
• Mental Health benefits with covered therapy and coaching.
• 401(k) program to help you invest in your future.
• Education & learning stipend for personal growth and development.
• Flexible vacation time to promote a healthy work-life blend.
• Paid parental leave to support you and your family.
• Company-wide recharge days each quarter.
• Work from home stipend to help you succeed in a remote environment.

The annual salary hiring range for this position is $171,000 - $260,000 USD.

Compensation is based on factors unique to each candidate, including, but not limited to, job-related skills, qualification, education, experience, and location. At Gong, we have a location-based compensation structure, which means there may be a different range for candidates in other locations. The total compensation package for this position, in addition to base compensation, may include incentive compensation, bonus, equity, and benefits. Some of our sales compensation programs also offer the potential to achieve above targeted earnings for those who exceed their sales targets.

Gong is an equal-opportunity employer. We believe that diversity is integral to our success, and do not discriminate based on race, color, religion, age, sex, sexual orientation, gender identity, national origin, disability, military status, genetic information, or any other basis protected by applicable law.

To review Gong's privacy policy, visit https://www.gong.io/gong-io-job-candidates-privacy-notice/ for more details.