Senior Commercial Manager (Deal Desk & Contracts)

Instrumental, Inc.•Palo Alto, CA

14h•$209,000 - $235,000

About The Position

Instrumental is seeking a business-savvy Senior Commercial Manager to partner with their revenue function to own commercial transactions end-to-end. This role involves managing the deal desk, legal review, redlines, commercial and legal negotiation, and execution, directly impacting Instrumental's growth. The successful candidate will build processes, gain decision-making authority, and establish negotiation playbooks, approval thresholds, templates, workflows, and automation to enable scale. The role has the potential to expand into revenue or broader operations based on the individual's strengths and business needs.

Requirements

Demonstrated success in at least one startup owning all or a portion of these key responsibilities.
Explicitly seeking small company opportunities.
Direct experience independently owning contract negotiations as the "small fish", adapting terms to customer paper while maintaining deal momentum.
Ability to sponge up product intricacies that impact deal terms, data rights, and information security.
Embody Instrumental’s operating principle of “Why not today?”

Nice To Haves

Insider experience at a large tech company, understanding their approach to legal negotiations and risk.
Bonus: experience with EAR/ITAR and other export provisions.

Responsibilities

Run Deal Desk: Partner with account executives on quotes, discounting, and nonstandard arrangements.
Manage contract negotiations: Own NDAs, MSAs, and Order Forms, balancing direct work with outside counsel. Prioritize issues and develop strategic negotiation paths. Build and maintain contract playbooks.
End-to-end transaction management: Own customer procurement onboarding, agreement execution, PO collection and reconciliation, and handoff to Finance for invoicing.
Build the function while building the business: Establish negotiation playbooks, approval thresholds, templates, workflows, and automation.
Expanding scope: Over time, this role will expand into revenue or broader operations.