Senior Counsel, Strategic Partnerships

Udemy; United States; On-site; USD 180,000 - 250,000; Full time

Benefits offered by this job

Learning & development benefits

AI learning resources and courses

Company courses and UDay

Job summary

Coursera + the company is seeking a senior in-house lawyer to lead commercial programs and negotiate technology deals. You will partner with Head of Commercial Legal and drive multi-jurisdictional GTM arrangements, channel partnerships, and AI governance.

The role emphasizes independence and growth within a scaling legal function. You’ll support B2B enterprise and technology partnerships, balancing risk with business objectives while enabling growth across global markets.

Qualifications

• Genuinely commercial in approach, balancing risk with commercial goals.
• Executive-level communication to influence stakeholders from SMB to C-suite.
• Qualified lawyer with 10+ years in-house at tech/SaaS/enterprise software.

Responsibilities

• Draft, review and negotiate complex B2B tech agreements globally.
• Advise GTM leadership on deal structuring, risk, and terms.
• Develop self-serve legal frameworks and standardized templates.
• Provide guidance on AI-related commercial arrangements and data sharing.
• Own contracting templates, playbooks, and approval processes.
• Design scalable legal infra to support direct and indirect channels.

Skills

Business judgement

Executive communication

AI governance experience

Job description

About Coursera + the company

Coursera and the company are now one company, bringing together two mission-driven brands to create the world’s most powerful platform for turning learning into progress. Together, we help more than 300 million learners and 12,000+ enterprise customers build the skills they need for a world being reshaped by AI.

Why join us now?

AI is transforming how people learn, work, and grow, and the need for new skills has never been greater. Coursera brings trusted content and credentials from leading university and industry partners, while the company brings a dynamic skills marketplace and global network of real-world experts. By combining these strengths, we can connect more people and organizations to the skills they need, when they need them.

Shape what comes next

By joining our team, you’ll have the opportunity to reshape how the world learns and applies skills—and help millions of people participate in the new economy. Bring your ideas, expertise, and perspective to meaningful work that can make a difference at global scale.

Where we Work

the company is a global company headquartered in San Francisco, with additional U.S. offices in Denver and Austin, and international hubs in Australia, India, Ireland, Mexico, and Türkiye.

About this role

This is a senior in-house legal role for a commercially driven lawyer ready to take commercial legal programs work with partners and negotiate technology deals. The role reports directly to the Head of Commercial Legal, Strategic Growth.We operate a hybrid go-to-market model that combines demand-led direct sales, solution-led growth, and indirect distribution through a tiered partner and channel ecosystem. We reach organizations globally through technology alliances, GSI relationships, channel partners, and reseller arrangements — powering learning and capability-building at scale. Legal sits at the center of all three motions.You will be a dedicated legal partner for B2B Enterprise, Technology Alliances, and Channel and Distribution Partnerships, supporting the development and negotiation of the indirect partner ecosystem that underpins our scalable distribution. This is a role for someone who combines deep transactional expertise with strong business instincts, operates with a high degree of independence, and is ready to grow into broader leadership responsibility within a scaling legal function.

About your skills

• Exceptional business judgement and a proven ability to balance legal risk with commercial objectives in fast-moving deal environments.
• Executive-level communication skills: able to distill complex issues into clear, actionable guidance and influence stakeholders from SMB to large enterprise and C-suite.
• A track record of using approved AI tools to increase legal productivity, and staying current on AI governance obligations.

What you’ll be doing B2B Enterprise, Ecosystems and Technology Transactions

• Take primary ownership of drafting, reviewing, and negotiating complex commercial agreements across global system integrator arrangements, channel partner and reseller agreements, technology alliance and co-sell agreements, enterprise SaaS and platform licensing, API and technical integration agreements, and distribution and go-to-market partnerships.
• Advise senior business stakeholders, including GTM leadership, and Product teams, on deal structuring, risk allocation, commercial terms, and multi-jurisdictional GTM considerations, serving as the day-to-day legal lead who positions Legal as a genuine business enabler.
• Partner with the Product Legal team to develop and refine legal frameworks that support a self-serve and low-touch commercial motion, including API access agreements, developer terms, usage-based licensing structures, and SMB onboarding frameworks, contributing to a standardized, scalable approach that enables businesses to engage and onboard with speed and minimal friction.
• Provide clear, solution-focused guidance on AI-related commercial arrangements, data-sharing agreements, and emerging technology implementations as they enter the enterprise deal mix.
• Own and continuously develop the suite of enterprise and channel contracting templates, playbooks, negotiation guidelines, and approval frameworks used across the partnerships function.
• Design scalable legal infrastructure that empowers fast-moving deal teams to execute efficiently while maintaining sound risk controls across both direct and indirect channels.

GTM Product Commercialisation and Third-Party Integration

• Act as a primary legal partner for the commercialisation of GTM products, advising on go-to-market structures, route-to-market models, pricing and packaging frameworks, and the legal terms that govern how products are brought to market directly and through third parties.
• Draft and negotiate agreements that govern the embedding, bundling, or distribution of our products within third-party platforms, marketplaces, and ecosystems, including white-label arrangements, OEM agreements, co-branded offerings, and platform integration terms.
• Advise on licensing boundaries and revenue-sharing constructs as the product suite evolves and is commercialised through an expanding range of direct and indirect channels.
• Work closely with Product, Product Legal, Marketing, and Sales to ensure commercial and legal structures keep pace with product development and new route-to-market initiatives, flagging and resolving legal considerations early in the product lifecycle.

What you’ll have

• Genuinely commercial in your approach: able to identify and manage risk pragmatically, find workable solutions under pressure, and avoid being a blocker to growth.
• An effective communicator and influencer, comfortable advising and challenging senior stakeholders across Sales, Product, and Executive leadership.
• Qualified lawyer with 10+ years of post-qualification experience, including meaningful in-house tenure at a technology, SaaS, or enterprise software company.
• A proven track record negotiating complex B2B technology agreements including GSI, channel, reseller, alliance, and enterprise platform deals, ideally within or alongside global organisations.
• Demonstrable experience advising on product commercialisation, route-to-market strategy, or third-party distribution and embedding arrangements.
• Comfortable operating across both high-touch enterprise deals and high-volume standardised indirect channel frameworks, understanding that each requires a different legal posture.
• Highly organised and self-directed, with a demonstrated ability to manage a high-volume deal workload across competing priorities and deadlines with minimal supervision.
• A collaborative team player who understands their place in a broader legal function and actively supports those around them, including upward to leadership

Posting Date: 15 September 2026

*Why work here?You’ll grow here.**Learning is part of the job. You’ll get full access to the company courses, a monthly UDay to invest in yourself, and a budget to spend on whatever helps you improve. Many people are diving into AI lately, but what you focus on is up to you.

AI is real here. We use it in the way we learn and the way we work. You’ll have the space and tools to experiment, apply, and get better at using AI in practical ways.

You’ll own your work. We trust people to lead, make decisions, and follow through. You don’t need to wait for permission or layers of approval to have an impact.

You’ll build with others. We collaborate openly and shape ideas together. Everyone has a voice, and good thinking is welcomed from any direction.

You’ll see your impact. What you build helps people grow their skills, change their careers, or find a path forward. You’ve got the experience, why not use it to help others gain theirs?

*Bring your curiosity. We’ll bring the platform and the support. Let’s LEARNtogether.

Our Benefits Start with U

Our benefits start with you and were built to provide you and your family with the protection and care you need, making it easy to access the right coverage when you need it most. Benefits vary by region, and we encourage applicants to review our Australia Benefits, India Benefits, Ireland Benefits, Mexico Benefits,Turkiye Benefits & US Benefits,pages to get an understanding of some of the benefits we offer. For details on region-specific benefits, please refer to the information provided during the hiring process.

*Benefits outlined are provided as a general overview and may vary depending on the location, role, and employment classification. All benefits are subject to change at the discretion of the organization and in accordance with applicable laws and policies.

*At the company, we value diversity and inclusion and consider qualified applicants without regard to race, color, religion, sex, national origin, ancestry, age, genetic information, sexual orientation, gender identity, marital or family status, veteran status, medical condition, or disability. We understand that not everyone will match each of the qualifications. However, we also realize that everyone has unique experiences that can add value to our company. Even if you think your background might not perfectly align, we'd love to hear from you!*

*To protect against recruitment fraud, Coursera + the company recruiters only communicate via official coursera.org/the company.com email addresses and never through personal accounts. We do not accept resumes via email or social media; please submit all applications directly through our careers page. If you encounter suspicious recruitment activity, please report it via our Fraudulent Activity Submission Form.*

Information regarding data privacy is available within the Coursera + the company Global Applicant Privacy Notice

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