Contracts Advisor

SailPoint•Austin, TX

About The Position

SailPoint is the leader in identity security for the modern enterprise. We harness the power of AI and machine learning to tokenize and secure digital identities, helping the world’s largest and most complex organizations govern access permissions with confidence. We are searching for a talented, self- motivated, and high-performing Contracts Manager who wants to be a vital part of building a world-class contract operations function. Position Summary As a Contracts Manager, you will play a critical, highly visible role in driving SailPoint’s global sales contracting, commercial negotiations, and contract compliance programs. Operating with a high degree of autonomy, you will support senior sales leadership and strategic customer accounts, managing complex commercial software licensing, Software-as-a-Service (SaaS) transactions, and professional services agreements. The ideal candidate is hyper-organized, intellectually curious, and possesses excellent business acumen and negotiation prowess. In this senior individual contributor role, you will not only manage high-stakes transaction pipelines but also spearhead legal operations projects (including contract lifecycle management system enhancements) and provide mentorship to junior members of the contracts team.

Requirements

Talented, self-motivated, and high-performing Contracts Manager
Hyper-organized, intellectually curious, and possesses excellent business acumen and negotiation prowess.
Experience with commercial software licensing, Software-as-a-Service (SaaS) transactions, and professional services agreements.
Experience with Revenue Recognition matters (including ASC 606 compliance).
Experience reviewing and negotiating Data Privacy and Security Requirements (e.g., GDPR, CCPA/CPRA, and sector-specific privacy regulations).
Experience with Federal Acquisition Regulations (FAR) where applicable.
Proficiency in Salesforce.com (SFDC), Contract Lifecycle Management (CLM) system, and standard legal document comparison and tracking tools.
Experience with commercial policies, fallback playbooks, and standard templates (SaaS Cloud Agreements, SLAs, SOWs, and NDAs).
Experience negotiating with enterprise-level strategic accounts, partners, and resellers.
Experience leading post-execution processes (proper tagging/indexing in CLM, Salesforce reconciliation, provisioning handoffs).

Nice To Haves

Experience building a world-class contract operations function.
Experience managing high-stakes transaction pipelines.
Experience spearheading legal operations projects (including contract lifecycle management system enhancements).
Experience providing mentorship to junior members of the contracts team.

Responsibilities

Lead direct negotiations with enterprise-level end-users, strategic major accounts, partners, and resellers to secure favorable business and legal terms in alignment with SailPoint’s Commercial Policies.
Draft and customize high-complexity commercial agreements, including: Software License Agreements (SLA), Software-as-a-Service (SaaS) Cloud Agreements, Partner, Channel, and Reseller Terms, Professional Services Statements of Work (SOW), Non-Disclosure Agreements (NDAs) and custom modifications, Custom Addenda, Schedules, and Service Level Agreements (SLAs).
Evaluate third-party contract templates, redlines, and propose creative risk-mitigation language that balances commercial velocity with business risk.
Act as a primary advisor to commercial Sales, Customer Success, Finance, and Security teams regarding contract terms, commercial structures, and compliance.
Provide robust governance and guidance on Revenue Recognition matters (including ASC 606 compliance) during contract drafting and negotiation.
Review and negotiate strict Data Privacy and Security Requirements (e.g., GDPR, CCPA/CPRA, and sector-specific privacy regulations).
Maintain compliance protocols for government and public sector sales, leveraging experience with Federal Acquisition Regulations (FAR) where applicable.
Drive process efficiency by coordinating, prioritizing, and allocating contracts requests across regions, ensuring optimal workload management.
Facilitate seamless post-execution operations, ensuring: Proper filing, tagging, and indexing of signed agreements in the contracts repository. Accurate and timely updates of Salesforce “contracts closing” records. Execution of delivery notices and handoffs to provisioning and finance teams.
Provide leadership and coordination across cross-functional teams to resolve complex customer issues under tight deadlines, particularly during high-pressure Quarter-End and Year-End cycles.
Onboarding, Integration & Tool Mastery: Familiarizing yourself with SailPoint’s technology, commercial frameworks, key stakeholders, and operational systems.
SailPoint Overview: Learn about SailPoint’s history, mission, and "Four I's" core values (Integrity, Innovation, Impact, Individuals), with a focus on how the legal team supports these principles.
Product & Service Offering: Learn the SailPoint identity security pitch, understanding the key differences between our Software-as-a-Service (SaaS) offerings, cloud licensing architecture, and professional services.
Meet the Team: Introduce yourself to key cross-functional stakeholders, including Strategic Account Executives (AEs), regional sales leaders, Contract Operations team members, Finance (especially Revenue Recognition), Security, and Customer Success.
Mentorship & Alignment: Meet your onboarding buddy, set up recurring 1:1s with your manager, and establish a communication rhythm to discuss active pipelines and strategic accounts.
Tools & Systems: Gain advanced proficiency in SailPoint’s core contract and sales tools, including Salesforce.com (SFDC), the Contract Lifecycle Management (CLM) system, and standard legal document comparison and tracking tools.
Commercial Enablement: Complete revenue organization and contracts-specific enablement. Deep dive into SailPoint’s Commercial Policies, fallback playbooks, and standard templates (SaaS Cloud Agreements, SLAs, SOWs, and NDAs).
Shadowing & Calibration: Shadow senior contract managers and legal counsel during active, high-stakes negotiations with Fortune 500 strategic accounts to calibrate your approach with SailPoint's negotiation style.
Portfolio & Pipeline Management: Take ownership of your assigned strategic account portfolio. Review existing contracts, understand customer commercial baselines, and coordinate with AEs on upcoming high-value transactions.
Guided Execution: Lead direct negotiations on mid-complexity transactions, proposing creative risk-mitigation language and evaluating third-party agreements under the guidance of legal leadership.
Autonomous Enterprise Negotiations: Fully own direct negotiations with enterprise-level strategic accounts, partners, and resellers. Consistently secure favorable terms that balance commercial velocity with appropriate business risk.
Strategic Advisory: Act as the primary, highly visible advisor to Sales, Customer Success, and Finance teams regarding complex contract structures, revenue recognition constraints, and data security requirements.
Legal Operations & Systems Leadership: Spearhead process efficiency projects, such as CLM system enhancements or repository standardization. Help coordinate, prioritize, and allocate contracts requests to optimize regional workflows.
Deal Closeout & Quarter-End Execution: Lead the post-execution process (proper tagging/indexing in CLM, Salesforce reconciliation, provisioning handoffs) and show readiness to drive high-volume, high-pressure transactions during Quarter-End and Year-End cycles.
Mentorship: Provide guidance, support, and informal mentorship to junior members of the contracts team, helping to scale knowledge across the broader Contract Operations function.
Continuous Feedback: Proactively seek out and incorporate feedback from Sales leadership, Finance, and Legal management to continuously optimize deal cycle times and legal alignment.

Benefits

Health and wellness coverage: Medical, dental, and vision insurance
Disability coverage: Short-term and long-term disability
Life protection: Life insurance and Accidental Death & Dismemberment (AD&D)
Additional life coverage options: Supplemental life insurance for employees, spouses, and children
Flexible spending accounts for health care, and dependent care; limited purpose flexible spending account
Financial security: 401(k) Savings and Investment Plan with company matching
Time off benefits: Flexible vacation policy
Holidays: 8 paid holidays annually
Sick leave
Parental support: Paid parental leave
Employee Assistance Program (EAP) and Care Counselors
Voluntary benefits: Legal Assistance, Critical Illness, Accident, Hospital Indemnity and Pet Insurance options
Health Savings Account (HSA) with employer contribution
SailPoint Corporate Bonus Plan or a role-specific commission
Potential eligibility for equity participation