Senior Negotiator

Logos Space • Mountain View, CA

1d

About The Position

Logos Space is a Low Earth Orbit (LEO) satellite system purpose-built to serve the connectivity needs of the commercial enterprise users and government users. We will help fill an important gap in the market, providing resilient, high-performance satellite-based connectivity services to enterprise and government customers worldwide. Business customers have contracts with agreed-upon performance standards for their broadband, and Logos will build these capabilities into the system from the beginning. Speed and reliability are the foundation of the system. Logos is designed to extend cloud and data center network connectivity anywhere in the world to fixed, seaborne, and airborne terminals.
Logos is led by a team of highly experienced engineers with proven track records in the networking and satellite industries.

Requirements

• Closed large, complex enterprise deals — services, distribution, products, SW, HW, procurement or a mix across — at the senior negotiator or principal level. Not just papered them. Closed them.
• Operated across multiple industries with regulatory overlays. Telecom, media, content, HW, distribution, platforms, SW, procurement, defense, financial services, healthcare, energy — at least three of these, deeply.
• Built MSA forms and playbooks from scratch, or significantly rebuilt them, at a prior company.
• Negotiated with hyperscalers, critical enterprises, sovereigns, large telcos, distributors, suppliers, and primes — across both vendor and customer sides of the table.
• Worked globally. You know that a contract that closes in Singapore doesn’t close the same way in Brazil, the UAE, or Germany, and you’ve adapted without breaking the form.
• Participate or collaborate on market making and building a segment / product vertical - ability to persist with grit and creativity, research and recognize the ecosystem at depth, to create and position the terms as a segment standard, on its own or as the most compelling complement and necessity for the segment and the players for a solution that does not exist but a pain that is felt in the industry, either from inefficiencies in ecosystem or newly emerging threats and use cases.

Nice To Haves

• Satcom, space, or adjacent infrastructure experience, and existing relationships across hyperscaler procurement, critical enterprise procurement, or sovereign buyers in the US and globally.

Responsibilities

• Develop the MSA strategy and forms that reflect what this company is, what it stands for, and the position we want to hold in the industry.
• Sit shotgun with BD or Procurement and other leads on every meaningful deal. Be the person in the room who knows what’s negotiable, what isn’t, and where the creative space is. Be the extension of legal constraints and balance for risk management. Embrace or create standards that will protect and position Logos for current execution speed and yet for future profitability or growth.
• Negotiate large, complex deals across services, software, and hardware — and the combinations that get messy fast.
• Work the regulatory overlays: learn and render the landing rights, other regulatory aspects, HW export controls, SW licensing, media and distribution, data residency, sovereign hosting, ITAR/EAR, sanctions screening, telecom and landing rights.
• Build creative deal structures that protect margin and IP without slowing things down — usage-based commercial terms, capacity commitments, service credits that actually mean something, change-order mechanics that work for both sides, exit terms that don’t blow up the relationship.
• Partner with AP and AR on supplier and customer paper so commercial terms, payment terms, and operations actually line up — not three different teams discovering they signed three different deals. Begin to envision and create a ladder to bring back partner/customer paper or supplier paper to Logos paper as needed into the future.
• Work with Engineering and Product on SOW structure, acceptance criteria, SLA definitions, and warranty/IP language that’s defensible and deliverable.
• Partner with Legal on the legal architecture — but own the commercial outcome.
• Stand up and run a deal desk function as we scale: precedent library, fallback positions, escalation triggers, signed-paper review.
• Bring back what the market is telling us — commercial needs, solution interfaces, product attributes, pricing benchmarks, capability gaps, switching pain, regulatory friction — in a form the product, engineering and architecture teams can act on.
• Help us hire and grow the BD team behind you.

Benefits

• Competitive base, real equity, the unusual seat of being the negotiator who shapes the company’s commercial DNA from the early stage forward, and colleagues who will sharpen you.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed