Associate General Counsel, Go-to-Market

Carpinteria, CA


We are looking for a seasoned, results-oriented attorney to join our Legal Department as Associate General Counsel, Go-to-Market and lead our growing global Go-to-Market commercial legal team (“Legal GTM”). In this strategic leadership role, you will lead and scale our Legal GTM function and be responsible for managing and providing broad commercial legal support to the company’s Revenue organization globally, guiding complex sales transactions through review, negotiation and execution in a fast-paced, high volume environment, and partnering with Sales and Customer Success leadership to ensure the Legal GTM function is providing exceptional sales enablement, accelerating deal velocity and solving current customers’ needs. 

This position reports directly to our Chief Legal Officer and can be based in any of our U.S. office locations. We are open to hiring remotely for the right candidate. 

What you’ll do:

This position’s principal responsibilities and duties are wide ranging and include:

  • Lead the Legal Department’s global commercial transactions efforts in support of the Sales organization, including managing the team of attorneys and legal professionals who draft and negotiate Sales-related agreements and supporting our Customer Success organization 
  • Provide practical, commercial advice to internal stakeholders on a variety of Sales- and support-related legal issues, balancing business objectives with legal risks, including identifying, managing and communicating risks and opportunities in revenue transactions
  • Use your vast experience to help shape business and legal terms, deal structures and transaction processes and practices to support innovation, achieve better outcomes and improve transaction velocity without material increase in risk
  • Develop and implement scalable processes and workflows to increase the quality, efficiency, value and effectiveness of the Legal GTM function’s operations and service delivery, including standardizing and streamlining legal support processes and, where appropriate, pushing low-level workstreams to Sales and Customer Success professionals
  • Develop, implement, maintain and continuously refine forms, playbooks, fallback guides, guidelines, research files, FAQs, policies, processes, procedures and other tools important to the efficient and effective functioning of the Legal GTM function
  • Collaborate cross-functionally with other Procore teams (e.g., Privacy, Security, Finance) to ensure agreements are consistent with internal corporate policies and processes
  • Draft, review and negotiate complex commercial and SaaS sales agreements globally where appropriate (e.g., master services agreements, professional services agreements, partner agreements, data processing agreements, renewal agreements, assignment and assumption agreements, statements of work, order forms, terms and conditions, NDAs and other commercial agreements) 
  • Work closely with the Legal Department’s Legal Operations function to develop, track and regularly report on relevant KPIs, SLAs and other metrics to measure and improve the Legal GTM function’s performance, as well as to optimize the Legal GTM function’s contracting processes across segments and go-to-market motions
  • Develop and manage training, education and guidance programs for the Sales and Customer Success organizations on, as applicable, agreement forms, provisions, negotiation best practices, greater effectiveness and other relevant legal and Sales enablement issues
  • Work closely with the International Leadership Team to align to and support the company’s global expansion initiatives
  • Work closely with the Legal Department’s Compliance function to create a culture of compliance in the Sales and Customer Success organizations’ day-to-day activities globally, including providing regular training, education and counseling to Sales and support professionals
  • Stay abreast, and advise on potential impacts, of new and proposed SaaS, cloud computing and commercial law developments, industry trends and best practices in the markets in which we operate
  • Build and scale the Legal GTM function globally in concert with Revenue organization priorities, including leading efforts related to recruiting, training, retention and performance management of personnel
  • Lead or perform various other special assignments, strategic projects and duties as needed

Who you are:

Education and Experience

  • J.D. from a top law school with exceptional academic credentials
  • Minimum of 12+ years of transactional commercial legal experience supporting SaaS sales, in roles of increasing responsibility, gained in a corporate legal department and leading law firm, including 4+ years of experience building, running and developing high-performing teams 
  • Track record of success in building and scaling a commercial legal function in a fast-paced, high volume growing global sales environment
  • Extensive experience drafting, reviewing and negotiating complex commercial and SaaS sales agreements globally, preferably with a company of significant size and scale and with large global enterprise customers and customers in regulated industries and government
  • Comfortable negotiating data privacy agreements, including a working knowledge of GDPR and CCPA as they relate to commercial contracts 
  • Deep understanding of SaaS business models, sales motions and global commercial negotiation best practices, and high degree of familiarity revenue recognition and related SaaS accounting standards, processes, systems, issues and terminology
  • Demonstrated track record of motivating and influencing stakeholders, both internal and external, at all levels
  • Strong desire to develop a detailed understanding of Procore, our products and our industry, with the intent of aligning advice and decisions with the company’s strategic objectives
  • Strong project management experience with a proven track record of achieving results
  • Willingness and ability to travel domestically and internationally from time to time
  • Demonstrated ability to independently move projects forward by gaining support needed from stakeholders across the company and working in a cross-functional role
  • Adept at explaining complex legal concepts in a clear, concise manner to stakeholders who may have minimal legal knowledge using oral, written and visual presentations
  • Proficient in Google applications (Gmail, Drive, Docs, Sheets and Notes), Microsoft Office applications (Word, Excel, PowerPoint and Visio), Adobe Acrobat, Slack, Salesforce, Conga, Smartsheet, Jira, Atlassian or other CRM and next generation project management solutions
  • Must be admitted, active and in good standing with the state bar in which the position is located, or with another state bar and registered, or eligible to register, as in-house counsel with the state bar in which the position is located

Interpersonal Skills and Competencies

The successful candidate must:

  • Be highly detail-oriented, organized, proactive, efficient and resourceful with strong follow-through skills
  • Be able to simultaneously manage workloads, multiple stakeholder demands, and competing and shifting priorities within a fast-paced, rapidly evolving environment while meeting deadlines and delivering results
  • Have a practical, business-oriented approach to problem-solving and be able to effectively counsel internal stakeholders by providing them with clear, concise, and commercial advice, and creative solutions where necessary, on established timelines to meet their business needs
  • Have a genuine interest and ability to connect and engage with all levels of employees and management effectively and in a manner that builds, maintains and enhances trust and a positive working relationship
  • Have excellent communication (written and verbal) and interpersonal skills
  • Have an EQ that matches your IQ  
  • Be highly analytical and an astute negotiator with exceptional business and legal issue identification skills
  • Have impeccable professional ethics, integrity and judgment
  • Exhibit a high degree of professionalism and trustworthiness and a demonstrated ability to handle highly confidential information
  • Have a passion for building and continually improving processes, optimized to be collaborative and effective to enable scale
  • Be able to operate autonomously while being a team player who brings optimism to the workplace and works collaboratively with other members of the Legal Department and organization 
  • Have a strong desire to function integrally as part of an interdisciplinary team
  • Be collegial, hardworking, confident, a self-starter and have a passion for results
  • Be passionate about technology and energized by the challenges of serving a dynamic, growth company 

SUBMIT:  Qualified candidates please submit a resume, as well as a cover letter explaining your reasons for pursuing this opportunity and why you are the right candidate for this role and Procore.

About Us

Procore Technologies is building the software that builds the world. We provide cloud-based construction management software that helps clients more efficiently build skyscrapers, hospitals, retail centers, airports, housing complexes and more. At Procore, we have worked hard to create and maintain a culture where you can own your work and are encouraged and given resources to try new ideas. Check us out on Glassdoor to see what others are saying about working at Procore. 

We are an equal opportunity employer and welcome builders of all backgrounds. We thrive in a diverse, dynamic and inclusive environment. We do not tolerate discrimination against employees on the basis of age, color, disability, gender, gender identity or expression, marital status, national origin, political affiliation, race, religion, sexual orientation, veteran status, or any other classification protected by law.

Perks & Benefits

You are a person with dreams, goals, and ambitions—both personally and professionally. That's why we believe in providing benefits that not only match our Procore values (Openness, Optimism, and Ownership) but enhance the lives of our team members. Here are just a few of our benefit offerings: competitive health care plans, unlimited paid vacation, stock options, employee enrichment and development programs, and friends & family events.