Contracts Advisor

About SailPoint

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 worlds 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 SailPoints 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 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.

Key Responsibilities

1. High-Value Contract Negotiation & Drafting

Lead direct negotiations with enterprise-level end-users strategic major accounts partners and
resellers to secure favorable business and legal terms in alignment with SailPoints 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.

2. Contract Compliance & Advisory

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.

3. Legal Operations Systems & Closeout Leadership

• 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.

Path to success

30 Days: Onboarding Integration & Tool Mastery

Focus: Familiarizing yourself with SailPoints technology commercial frameworks key stakeholders and operational systems.

• SailPoint Overview: Learn about SailPoints history mission and Four Is 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 SailPoints core contract and sales tools including (SFDC) the Contract Lifecycle Management (CLM) system and standard legal document comparison and tracking tools.

60 Days: Enablement Playbooks & Initial Negotiations

Focus: Mastering commercial policies shadowing active deals and beginning to lead mid-to-high complexity transactions.

• Commercial Enablement: Complete revenue organization and contracts-specific enablement. Deep dive into SailPoints 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 SailPoints 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.

90 Days: Autonomy Strategic Advisory & Operational Leadership

Focus: Operating with a high degree of autonomy serving as a trusted business advisor mentoring peers and driving closeout efficiency.

• 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 and Compensation listed vary based on the location of your employment and the nature of your employment with SailPoint.

As a part of the total compensation package this role may be eligible for the SailPoint Corporate Bonus Plan or a role-specific commission along with potential eligibility for equity participation. SailPoint maintains broad salary ranges for its roles to account for variations in knowledge skills experience market conditions and locations as well as reflect SailPoints differing products industries and lines of business. Candidates are typically placed into the range based on the preceding factors as well as internal peer equity. We estimate the base salary for US-based employees will be in this range from (min-mid-max USD):

Base salaries for employees based in other locations are competitive for the employees home location.

Benefits Overview

1. Health and wellness coverage: Medical dental and vision insurance

2. Disability coverage: Short-term and long-term disability

3. Life protection: Life insurance and Accidental Death & Dismemberment (AD&D)

4. Additional life coverage options: Supplemental life insurance for employees spouses and children

5. Flexible spending accounts for health care and dependent care; limited purpose flexible spending account

6. Financial security: 401(k) Savings and Investment Plan with company matching

7. Time off benefits: Flexible vacation policy

8. Holidays: 8 paid holidays annually

9. Sick leave

10. Parental support: Paid parental leave

11. Employee Assistance Program (EAP) and Care Counselors

12. Voluntary benefits: Legal Assistance Critical Illness Accident Hospital Indemnity and Pet Insurance options

13. Health Savings Account (HSA) with employer contribution

SailPoint is an equal opportunity employer and we welcome all qualified candidates to apply to join our team. All qualified applicants will receive consideration for employment without regard to race color religion sex sexual orientation gender identity national origin disability protected veteran status or any other category protected by applicable law.

Alternative methods of applying for employment are available to individuals unable to submit an application through this site because of a disability. Contact or mail to 11120 Four Points Dr Suite 100 Austin TX 78726 to discuss reasonable accommodations. NOTE: Any unsolicited resumes sent by candidates or agencies to this email will not be considered for current openings at SailPoint.