Senior Commercial Counsel | United States | Remote

The Opportunity:

Grafana Labs is seeking a Senior Commercial Counsel to join our dedicated, collaborative, and fast-growing legal team. This role will serve as a strategic legal partner to the business, with primary responsibility for leading high-impact, revenue-generating transactions and supporting the Grafana Labs sales organization in structuring, negotiating, and closing complex enterprise on-premises and SaaS commercial agreements.

This role will also support broader legal matters, including reviewing and negotiating vendor and marketing agreements, advising on and supporting channel programs, contributing to privacy initiatives, maintaining commercial legal form agreements, and partnering on other cross-functional matters.

The successful candidate will be a creative and analytical thinker who is highly detail-oriented and embraces a business-oriented approach. They will have the ability to think strategically and build trusted advisor relationships with internal stakeholders. The ideal candidate brings significant experience leading negotiations of complex, high-value commercial agreements with Fortune 500 and other sophisticated enterprise customers, often on customer paper and within highly regulated industries such as healthcare and financial services.

This individual is an exceptional drafter and strategic negotiator with strong business judgment, able to quickly distinguish between material legal risk and negotiable terms. They take a pragmatic, solutions-oriented approach that balances legal protection with commercial objectives, ensuring negotiations remain constructive and deals continue progressing toward closure. The candidate should have a proven track record as a trusted partner to sales, with demonstrated success managing sophisticated counterparties, navigating complex issues, and driving critical revenue-generating transactions through to timely and successful execution.

What You’ll Be Doing:

• Lead strategy, negotiation, and execution of complex, high-value enterprise B2B agreements, including SaaS and on-premises licenses, data processing agreements (GDPR, CCPA), business associate agreements (HIPAA), information security agreements, professional services agreements, channel partner agreements, and other commercial and technology-related contracts.
• Serve as a strategic partner to sales leadership on deal structuring, risk assessment, and negotiation strategy to accelerate revenue while protecting the business.
• Partner with cross-functional teams (e.g., finance, security, support, product) to resolve complex commercial and operational issues and support new go-to-market models, pricing structures, and programs.
• Develop and improve form agreements and negotiation playbooks to drive consistency and scalability.
• Contribute to the development of workflows and processes that enable the legal team to scale effectively, including contract negotiation, execution, and tracking of contractual obligations.
• Support global expansion efforts, including go-to-market initiatives, privacy-by-design, and security-by-design programs.
• Create and deliver training to business teams on legal best practices, effective engagement with legal, and relevant legal and regulatory developments.

What Makes You a Great Fit:

• JD or equivalent U.S. law degree and active bar membership in good standing in at least one U.S. jurisdiction.
• 8+ years of technology-related commercial legal experience (preferably in the SaaS industry).
• Demonstrated experience leading complex, high-value enterprise negotiations independently, including with Fortune 500 customers and on customer paper.
• Strong commercial acumen, with the ability to balance legal risk with business objectives in a fast-paced, high-growth environment.
• Proven ability to partner effectively with senior stakeholders, including sales leadership and executives.
• Significant experience with data protection and privacy laws (e.g., GDPR, CCPA), as well as security and compliance frameworks.
• Excellent drafting, negotiation, and communication skills.
• Ability to operate independently, manage a high-volume and high-impact workload, and prioritize effectively.

Bonus Points For:

• Familiarity with open-source licensing.
• Recognition and awards from sales teams for outstanding partnership and support.

Compensation & Rewards:

In the United States, the OTE (On-Target Earnings) compensation range for this role is $230,000 - $275,000 Actual compensation may vary based on level, experience, and skillset as assessed throughout the interview process. All of our roles include Restricted Stock Units (RSUs), giving every team member ownership in Grafana Labs' success. We believe in shared outcomes—RSUs help us stay aligned and invested as we scale globally.