Senior Commercial Counsel

Legal | Boston, MA, United States

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For the last 100 years, companies have operated primarily under a product-centric business model, where the goal was to make, ship, and sell more units. Today, there’s a demand to have products and services delivered on a continual, subscription basis; to upgrade and access new innovations and features constantly. This is the end of ownership and it changes everything. Our vision is “The World Subscribed” where one day every company will be a part of the Subscription Economy® (a phrase coined by our CEO, Tien Tzuo).

Zuora’s leading, cloud-based software solution automates all subscription order-to-revenue operations in real-time for any business. Companies in any industry can launch new businesses, shift products to subscription, implement new pay-as-you-go pricing and packaging models, gain new insights into subscriber behavior, and disrupt market segments to gain competitive advantage. 

Sound like a place for you?

Have you negotiated complex commercial transactions, including SaaS subscription agreements and a wide variety of technology agreements?  Are you a relationship- and results-oriented person who enjoys working in a fast-paced, high demand environment? If so, you just may be the perfect fit for our team as we focus on helping build the next great $1B+ SaaS company! 

General Description of Role: 

Reporting to the Company’s Vice President & Deputy General Counsel-Commercial, the Senior Commercial Counsel will focus primarily on customer deals, and will have a broad range of responsibilities as part of a fast-growing Legal team. The successful candidate will be a seasoned attorney who can draft, negotiate and manage a wide variety of outbound commercial technology transactions in an extremely fast-paced environment.  You should be a “business-friendly,” highly collaborative person who is able to provide pragmatic and creative solutions and strategies that are responsive to our internal clients’ needs. You should also be able to thrive in an entrepreneurial, high-growth environment while providing prompt, clear counsel to senior management, delivering high quality work product with good attention to detail, and working diligently to appropriately limit risk for the company. 

Primary Responsibilities:

Customer Deals

  • Partner with Zuora’s Sales team and other relevant internal clients (e.g., Deal Desk, Finance, Global Services, Security and Technical Support), primarily on the East Coast, to review, negotiate and draft outbound SaaS agreements for Zuora’s platform and associated professional services. 

Partnership & Misc. Commercial Transactions

  • As a more secondary role, review, negotiate and draft partnership agreements (e.g. reseller, referral, and/or systems integrator), as well as NDA’s, evaluation agreements and other miscellaneous commercial contracts. 

Client Support & Team Collaboration

  • Counsel the Sales team and other internal clients about Zuora policies and processes, and regarding various issues and risks relating to commercial transactions, and participate in internal training efforts.
  • Help draft and update contract templates, and collaborate with Legal Dept. colleagues to improve Zuora’s outbound and inbound contracting processes and policies.   


Education and Experience

  • J.D. from a top law school with strong academic credentials.
  • A minimum of 10-15 years of relevant technology transactions experience, with a focus on drafting and negotiating complex technology transactions and related professional services contracts.
  • Deep experience partnering with and providing support to Sales teams.
  • Substantial experience with SaaS, and in-house experience at fast growing public and private companies with global operations. 

Interpersonal Skills and Competencies

 The ideal candidate 

  • Is enthusiastic and intellectually curious about technology and energized by the challenges of serving a dynamic, high-growth company.
  • Can prioritize and manage multiple matters simultaneously in a fast-paced, entrepreneurial, rapidly scaling environment.
  • Is eager to build processes from the ground up; comfortable with change and evolution.
  • Excels in communicating complex legal and business issues to executives and other non-lawyers.
  • Possesses stellar communication and negotiation skills.
  • Thrives in a busy working environment and maintains a sense of humor throughout.


Only candidates in good standing with at least one state bar association should apply.  Position will be located in Zuora’s Boston office – no relocation will be offered for this role.

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