Commercial Counsel

Harness•San Francisco, CA

2d•Remote

About The Position

Harness is looking for a high-performing, pragmatic Commercial Counsel to serve as a strategic partner to our global Go-To-Market (GTM) organization. As we scale our DevSecOps platform, you won’t just be “reviewing contracts”—you’ll be a deal-closer, a risk-balancer, and a key driver of our commercial engine. You will navigate complex negotiations with the world’s largest enterprises and help define how Harness brings cutting-edge AI-powered software delivery tools to market. About the role Drive the Deal: Lead end-to-end negotiations for complex enterprise SaaS transactions (MSAs, DPAs, SLAs, AI terms, etc.) and strategic partnership agreements, focusing on Fortune 500 customers and highly regulated industries in the U.S. West and APAC verticals Architect the Channel: Partner closely with the Worldwide GTM Partner team to architect and build a world class channel program. This includes drafting and negotiating global reseller, distributor, and referral partner agreements, as well as managing the legal complexities of partner benefits, incentives and corresponding global compliance requirements. Scale the GTM Machine: Collaborate deeply with Sales, Finance, Deal Ops, and our Worldwide GTM Partner team to streamline the sales cycle, and help architect a world class channel program. You’ll assist with developing the playbooks, partner frameworks, and automated templates that allow our global partner network to move at the speed of our engineers. Global Stewardship: Navigate international regulatory frameworks to support our expanding global footprint, ensuring our commercial strategy is compliant yet competitive, meeting the local needs of our global customers. Legal Enablement: Develop and deliver training for both the GTM sales and partner teams, to empower them with the knowledge to handle first-line legal inquiries, and the Sales team, to help them build trust in our terms and speed up deal cycles.

Requirements

Experience: 4–7 years of legal experience, ideally beginning at a top-tier law firm followed by a high-growth, "in-the-trenches" in-house SaaS role. You have direct experience with building and managing robust channel motions and understand the nuances of indirect customer sales.
Tech/Sales Fluent: You understand the software development lifecycle (SDLC) and corresponding sales cycle. You can speak, or quickly learn, the language of DevSecOps and our business. You don't just know the law; you know how the product works and can pave the path to sell it.
Strategist: You are a master of value negotiations and the interconnectedness between Harness, our partners, and end customers. You know when to stand firm on risk and when to find the solution to get a deal across the finish line.
Operational Mindset: You enjoy building processes as much as you enjoy redlining. You believe legal should be an accelerator, not a bottleneck.
Credentials: JD from an accredited law school and an active membership in good standing with at least one U.S. State Bar. Most importantly, a good sense of humor.

Responsibilities

Lead end-to-end negotiations for complex enterprise SaaS transactions (MSAs, DPAs, SLAs, AI terms, etc.) and strategic partnership agreements, focusing on Fortune 500 customers and highly regulated industries in the U.S. West and APAC verticals
Partner closely with the Worldwide GTM Partner team to architect and build a world class channel program. This includes drafting and negotiating global reseller, distributor, and referral partner agreements, as well as managing the legal complexities of partner benefits, incentives and corresponding global compliance requirements.
Collaborate deeply with Sales, Finance, Deal Ops, and our Worldwide GTM Partner team to streamline the sales cycle, and help architect a world class channel program. You’ll assist with developing the playbooks, partner frameworks, and automated templates that allow our global partner network to move at the speed of our engineers.
Navigate international regulatory frameworks to support our expanding global footprint, ensuring our commercial strategy is compliant yet competitive, meeting the local needs of our global customers.
Develop and deliver training for both the GTM sales and partner teams, to empower them with the knowledge to handle first-line legal inquiries, and the Sales team, to help them build trust in our terms and speed up deal cycles.