Associate General Counsel, GTM & Commercial Legal

About this role

At Qualtrics, we create software the world's best brands use to deliver exceptional frontline experiences, build high-performing teams, and design products people love. But we are more than a platform-we are the creators and stewards of the Experience Management category serving over 18K clients globally. Building a category takes grit, determination, and a disdain for convention-but most of all it requires close-knit, high-functioning teams with an unwavering dedication to serving our customers. When you join one of our teams, you'll be part of a nimble group that's empowered to set aggressive goals and move fast to achieve them. Strategic risks are encouraged and complex problems are solved together, by passing the mic and iterating until the best solution comes to light. You won't have to look to find growth opportunities-ready or not, they'll find you. From retail to government to healthcare, we're on a mission to bring humanity, connection, and empathy back to business. Join over 5,000 people across the globe who think that's work worth doing. Associate General Counsel, GTM & Commercial Legal Why We Have This Role As Qualtrics scales globally, our Go-To-Market engine needs a pragmatic, deal-oriented legal leader to drive high-velocity revenue growth while safeguarding the business. Reporting directly to our General Counsel, you will lead the legal strategy for enterprise commercial contracting, partner operations, and go-to-market motions. You will partner shoulder-to-shoulder with our Chief Revenue Officer, Sales Operations, and Finance leaders to simplify deal cycles, unblock strategic enterprise negotiations, and scale our commercial legal architecture. This is a critical leadership post where you will turn legal into a true business accelerant across an 18K+ customer portfolio. How You'll Find Success Commercially Minded & Solution-Oriented: You view legal not as a blocker, but as an enabler of revenue. You solve complex contractual impasses with creative, risk-balanced compromises. Executive Presence & Influence: You build immediate trust with C-suite stakeholders, sales executives, and enterprise procurement leaders alike, translating intricate legal nuances into clear business decisions. Operational Architect: You enjoy designing systems, playbooks, and standardized terms that empower teams to move quickly without constant escalation. Bias for Action: You thrive in fast-paced deal environments, knowing when an 80/20 solution delivers maximum business momentum without sacrificing compliance. Empowering People Leader: You inspire, mentor, and elevate a high-performing team of commercial attorneys and contract managers, fostering high accountability and personal growth. Decisive Risk Prioritization: You possess the judgment to separate critical enterprise exposures from routine commercial risks, keeping deals moving smoothly. How You'll Grow Direct Executive Exposure: Partner closely with the General Counsel and executive leadership on boardroom-level go-to-market initiatives, strategic partnerships, and commercial governance. Enterprise Transformation Leadership: Lead the evolution of AI-driven legal operations and contracting workflows, setting new industry benchmarks for B2B SaaS deal velocity. Broadened Strategic Scope: Expand your legal and operational leadership beyond traditional commercial transactions into international expansion strategy, revenue recognition policy, and ecosystem partnerships. Things You'll Do Accelerate Sales Cycle Velocity: Modernize contract workflows, fallbacks, and self-service guidelines to shorten enterprise deal turnaround times while preserving core risk guardrails. Lead Complex Enterprise Deal Negotiations: Serve as the executive escalation point and lead negotiator for mission-critical, high-value customer and other revenue-generating contracts. Scale Global Commercial Operations: Partner with Sales Ops to integrate automated contract management tools and AI review workflows, eliminating contracting bottlenecks. Foster Cross-Functional Alignment: Maintain strong, regular operational cadence with Revenue Leadership, InfoSec, Product, and Finance to ensure clean revenue recognition and smooth customer onboarding. Develop and Inspire Talent: Lead, scale, and mentor the GTM Commercial Legal team, fostering a culture of ownership, deal-making excellence, and continuous learning. What We're Looking For On Your Resume Proven track record leading commercial legal teams or enterprise GTM deal desks within a high-growth, global enterprise SaaS or technology organization. Extensive experience negotiating complex, high-value agreements, governing cloud, data processing (GDPR, CCPA), cybersecurity, and IP provisions with Fortune 500 procurement teams. Demonstrated success modernizing commercial legal infrastructure-implementing playbooks, CLM tooling, or self-serve mechanisms that materially reduced deal cycle times. History of direct cross-functional partnership with sales leadership (VPs of Sales, CRO, Deal Desk) to hit quarterly revenue and margin targets. Experience in contracting within Public Sector is a plus. J.D. from an accredited law school and active bar admission in good standing in at least one U.S. jurisdiction. At least 15 years of experience is preferred. st

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