The posting
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.
What You Should Know About This Team
- Seat at the Revenue Table: We operate as integrated business partners embedded in the sales flow, not an isolated back-office function.
- High Trust, High Autonomy: We pass the mic, encourage calculated risk-taking, and support one another in solving novel problems without micromanagement.
- Impact Over Bureaucracy: We value actionable solutions, clear communication, and outcomes that directly affect company trajectory over legalese and endless memos.
- Unwavering Commitment to People: We invest heavily in professional development, ensuring our attorneys build the skills and visibility needed for future GC and C-level executive roles.
Our Team’s Favorite Perks and Benefits
- Wellness & Mental Health Support: Comprehensive medical, dental, and vision coverage, alongside company-paid access to premium mental health platforms and wellness reimbursements.
- Generous Parental Leave & Family Planning: Robust paid parental leave programs and family-building assistance support you through all phases of life.
- Continuous Learning & Bar Stipend: Dedicated annual budget covering continuing legal education (CLE), and professional bar associations.
- Employee Resource Groups (QGroups): Vibrant, company-supported communities focused on fostering inclusion, belonging, and connection across the organization.
The Qualtrics Hybrid Work Model: Our hybrid work model is elegantly simple: we all gather in the office three days a week; Mondays and Thursdays, plus one day selected by your organizational leader. These purposeful in-person days in thoughtfully designed offices help us do our best work and harness the power of collaboration and innovation. For the rest of the week, work where you want, owning the integration of work and life. #remote
Qualtrics is an equal opportunity employer meaning that all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, status as a protected veteran, or any other protected characteristic.
Applicants in the United States of America have rights under Federal Employment Laws:Family & Medical Leave Act,Equal Opportunity Employment,Employee Polygraph Protection Act
Qualtrics is committed to the inclusion of all qualified individuals. As part of this commitment, Qualtrics will ensure that persons with disabilities are provided with reasonable accommodations. If reasonable accommodation is needed to participate in the job application or interview process, to perform essential job functions, and/or to receive other benefits and privileges of employment, please let your Qualtrics contact/recruiter know.
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For full-time positions, this pay range is for base per year; however, base pay offered within this range may vary depending on location, job-related knowledge, education, skills, and experience. A sign-on bonus and restricted stock units may be included in an employment offer. Full-time employees are eligible for medical, dental, vision, life and disability, 401(k) with match, paid time off, a wellness reimbursement, and mental health benefits. For a detailed look at our benefits, visit Qualtrics US Benefits.
Remote Base Annual Pay Transparency Range
$241,500—$293,000 USD
