Senior Counsel, Commercial Contracts

Legal | Redwood City, CA, 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. 

Our growth story is only just beginning, and our Legal team is pivotal to ensuring we conduct business responsibly. We’re seeking a hands-on, sharp and experienced Senior Counsel for Commercial Contracts to tackle challenging projects to bring our Subscription Economy products and services to market.

Sound like a place for you?

Are you an experienced transactions negotiator who’s great at developing processes to help high-growth organizations scale?  Do you enjoy negotiating complex agreements to support global functions across the company?  Are you a relationship- and results-oriented person who enjoys working in a fast-paced, challenging environment?  Are you excited to learn about the latest technologies and work with privacy and security? If so, you just may be the perfect fit for our team as we focus on helping build the next great $1B+ SaaS company!

You’ll join our growing legal team, reporting directly to the Deputy General Counsel, Global Privacy, Security and IP, focusing on inbound commercial transaction support and process development and implementation for our strategic third-party technology and services acquisition objectives. And perhaps best of all, you’ll help build the next great $1B+ SaaS company.

Join us and make shift happen!

What you’ll do and achieve:

We’re seeking an experienced, smart and enthusiastic transactions negotiator to join our growing legal team.  This is a high-profile role that will work cross-functionally and focus primarily on enabling and accelerating the development of a world-class technology and services sourcing program, including negotiation of deals and development and implementation of processes and tools to support Zuora’s growth. 

Our successful contracts manager will: 

  • Review, draft and negotiate strategic inbound commercial contracts, including software licenses, master services agreements for SaaS and other services, complex commercial transactions, consulting services agreements, and other purchase and supply agreements.
  • Act as subject-matter expert and leader on commercial contracts to identify issues, advise on business and legal risks, and resolve issues to closeout commercial agreements.
  • Own the lifecycle of negotiating agreements and build strong relationships to support Zuora’s cross-functional teams, including finance, engineering, product, marketing, business technology, human resources, procurement, and other functions, coordinating all aspects of contract life cycle, including review, drafting, negotiating, and escalating critical issues to business stakeholders.
  • Collaborate closely with legal, procurement, privacy and security colleagues to assess and manage risks.
  • Identify and implement new tools for management, growth and scale of the legal and procurement functions, including a life cycle management (CLM) tool.
  • Identify process improvements and help build scalable solutions to continuously improve Zuora’s acquisition of third-party products and services (e.g., development of templates, policies, procedures, tools, training programs, compliance programs, playbooks, etc.).
  • Play an important and strategic role in fostering awareness and ensuring compliance with Zuora’s legal and third-party product and services policies.
  • Undertake other projects as required as part of a small legal team.

What you’ll need to be successful:

Education and Experience:

  • A. or B.S. required.
  • D. is strongly preferred but not required.
  • A minimum of 8-10+ years of relevant experience, with a focus on technology transactions agreement drafting and negotiation, and process development.
  • Substantial knowledge of third-party best practices and applicable laws that impact third-party agreements and ability to explain the implication to internal business partners.
  • Deep experience partnering with and providing timely support and advice to in-house business partners is required.
  • Substantial experience negotiating SaaS, software and professional services acquisitions is strongly preferred.
  • Relevant experience (ideally at a fast-growing, global SaaS company and at a public company) is preferred.
  • Prior experience with selecting, implementing and managing a contract lifecycle management tool a plus.
  • Knowledge of privacy, security and open-source concepts a plus (or you will be trained on the job).

Interpersonal Skills and Competencies: 

  • Enthusiasm for implementing scalable processes, intellectual curiosity for understanding how companies use technology and an energy for the challenges of serving a dynamic, high-growth company.
  • Ability to quickly implement feedback and guidance.
  • Strong drive for excellence and improvement.
  • Ability to work independently and is able to prioritize and manage multiple matters simultaneously in a fast-paced, entrepreneurial environment.
  • A creative thinker, who is comfortable with change and ambiguity and able to build scalable processes from the ground up.
  • Capable of quickly identifying and resolving issues, including balancing legal and business risks and giving clear and concise business and legal advice, in order to drive matters to close.
  • Effective communication of complex business and legal issues to business leaders/
  • Continuous improvement view of procurement processes.
  • Meticulous attention to detail and quality of work product, and exceptional communication and negotiation skills.

Zuora provides the leading cloud-based subscription management platform that functions as a system of record for subscription businesses across all industries. Powering the Subscription Economy®, the Zuora platform was architected specifically for dynamic, recurring subscription business models and acts as an intelligent subscription management hub that automates and orchestrates the entire subscription order-to-cash process, including billing and revenue recognition. 

Zuora serves more than 1,000 companies around the world, including Box, Rogers, Schneider Electric, Xplornet and Zendesk. Headquartered in Silicon Valley, Zuora also operates offices in Atlanta, Boston, Frisco, Denver, San Francisco, London, Paris, Beijing, Sydney, Chennai and Tokyo. 

At Zuora, different perspectives, experiences and contributions matter. Everyone counts. Zuora is proud to be an equal opportunity employer committed to creating an inclusive environment for all. 

To learn more visit


Position will be located in Zuora’s Redwood City headquarters – no relocation offered for this position.


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