Senior Commercial Counsel – Go To Market

Role Overview

• Advise senior leaders within the business units and cross-functional teams on legal risks, compliance, and business strategy consistent with established company standards (including approved playbooks)
• Lead legal support for complex sales transactions across multiple product lines, on different platforms (on-premises, native SaaS and hybrid solutions), and different formats (direct and indirect – ISVs, OEMS, Resellers, etc.)
• Communicate complex legal concepts and risks clearly to internal audiences and effectively communicate Progress’ position on those items as needed to external parties
• Anticipate potential conflicts or objections and influence peers and/or more senior staff
• Identify strategic areas for training and enablement of sales and other internal business partners, focusing on opportunities to enhance efficiency and outcomes in customer transactions
• Proactively design, develop, and deliver advanced training programs, guidance, and enablement tools tailored to business unit needs
• Draft, review, and negotiate a wide range of commercial agreements (e.g., SaaS, licensing, reseller, partner, professional services, etc.)
• Leverage advanced contract negotiation experience and deep industry knowledge to proactively identify strategic opportunities for improvement in Progress’ contract templates
• Lead benchmarking initiatives and analyze complex customer interactions to propose innovative updates that streamline negotiations, enhance business outcomes, and position Progress at the forefront of industry best practices
• Work closely with other business stakeholders to facilitate deal velocity while managing legal and commercial risk, consistent with established company standards (including approved playbooks) and strategy
• Resolve escalated legal issues with minimal supervision, seeking management input for high-risk matters
• Serve as a subject matter expert for assigned areas, providing strategic analysis and anticipating legal risks
• Partner with stakeholders across the company (e.g., Revenue Operations, IT, Product Managers) to drive deal velocity and compliance
• Drive cross-functional initiatives that improve legal workflows and compliance processes
• Recommend best practices to improve internal policy development and governance frameworks

Requirements

• A qualified attorney admitted to practice in one or more states in the United States and a member of one or more state Bar(s) in good standing, with 5+ years of experience as in-house counsel (law firm experience helpful but not required)
• Substantial experience in the software licensing industry (with expertise in various licensing models, products and services), including experience with enterprise transactions, on-premises licensing, SaaS/cloud offerings, channels, open source software and software development practices
• Working knowledge of data privacy and security requirements
• In-house experience with a publicly traded company and/or demonstrated knowledge of best practice internal controls, procedures, risk surveillance, dispute management and escalation
• Working knowledge of revenue recognition rules and ability to assist in assuring that all agreements conform to then-current revenue recognition rules and company policies, and that where exceptions are made to company policies, that such exceptions are properly authorized
• Excellent oral and written, presentation and interpersonal communication skills
• Strong negotiation skills
• Demonstrated ability to communicate complex legal issues and solutions to clients clearly and succinctly and develop credibility at all levels of the business organization
• Proven analytical, time management, and problem-solving skills

Tech Stack

• Cloud
• Open Source

Benefits

• Medical, dental, vision, life & disability, and financial benefits (including 401(k) retirement savings plan)
• Tuition Reimbursement program
• Additional voluntary benefits including crucial illness/hospital indemnity, identity theft protection, auto & home insurance, legal, and pet insurance
• Competitive salary, bonus, and best-in-class Employee Stock Purchase Program (ESPP) with a 27-month lookback
• Flexible paid vacation time, paid day off for your birthday, and company holidays
• A variety of leave plans, including Parental Leave
• Employee Assistance Program (EAP) and an employee well-being program focusing on physical, mental, and financial health