Job description
The Opportunity
At Abnormal we work hard to protect our customers from cybercrime. We’re building a world-class legal team to enable and support our business as we bring to market, deliver, and support cybersecurity products that make cloud office environments safer.
The Abnormal AI Legal Team differentiates by showing up as strategic business partners; being great lawyers is the cost of entry, being business accelerators is how we become trusted partners to our internal teams and customers.
The Senior Commercial Counsel, Public Sector will report to the Associate General Counsel, Commercial and will own the execution of day-to-day GTM sales and legal process activity in Federal, State, and Local government, and higher education sectors, with additional support for GTM commercial customers. You will work closely to advise and empower the talented people of Abnormal from Sales, Finance, Revenue Operations, Security, and other teams as they transact business and bring revenue through the door. In addition, you will be an important contributing member of the amazing legal team we’re building.
What You’ll Do
Additionally, Abnormal AI is now FedRAMP Authorized, achieving this milestone in just 256 days—enabling federal agencies to access AI-powered protection against the full spectrum of email-based threats. In this role, you will be primarily responsible for execution of revenue-focused and other commercial legal activities related to US Federal, State, and Local government. You will also contribute to the Abnormal Legal Team and coach and mentor the amazing people that we bring on board as future Abnormal Team members.
- Review and negotiate master SaaS licensing agreements, DPAs, BAAs, and related agreements that meet the company’s requirements under its policies, ensuring compliance with applicable laws, and public procurement rules
- Advise on and support responses to RFPs, RFIs, and other public sector solicitations
- Build, maintain, and continuously improve public sector contract playbooks and fallback terms
- Partner with Sales and cross-functional teams by providing on-going training and enablement on public sector legal topics, contract structures, and negotiation strategies
- Advise on issues related to public sector compliance, including data protection, privacy, security, and use of AI/cloud services
- Collaborate with Finance and Revenue Operations to ensure contract terms align with revenue recognition requirements
- Monitor changes in public procurement regulations and update internal stakeholders and documentation as needed
- Collaborate on the design, build, and maintenance of commercial transacting workflows in CLM platform – each workflow should be designed to capture approvals and metadata to support internal policies and KPI reporting.
- Support the overflow of commercial transactions from the GTM commercial legal team
Your ability to do the following will drive your success as Senior Commercial Counsel, Public Sector:
Who You Are
- A lawyer with significant public sector contracting experience who is energized by operationalizing and executing, who has a strong capacity for leading yourself and empowering others to get deals over the line
- Strong negotiator and pragmatic legal advisor with deep familiarity with FAR, DFARS, GSA, and state/local cooperative purchasing (e.g., NASPO)
- Team-first collaborator with a strong work ethic
- Clear communicator who can simplify, organize, and deliver information and advice in a way that business people can understand and act upon
- Show up with grace, empathy, and a positive attitude no matter the circumstances
- Strategic thinker with strong organizational skills and desire to make legal processes more efficient
- Experienced in fast-paced, high-growth environments, and able to manage ambiguity
- Committed to our core principles and mission; you demonstrate them daily
Experience And Qualifications You’ll Need
- A law degree and is currently licensed to practice law in at least one State within the United States
- 10+ years’ relevant experience at a major law firm and in-house, with at least 5 years in-house commercial contracting experience dealing with SaaS or software licensing transactions and supporting a sales organization
- Experience negotiating agreements with Federal, State, and Local government customers, including understanding of procurement processes, and relevant regulations applicable to commercial item prime contractors and subcontractors
- Strong understanding of GSA Schedule Cooperative Purchasing under IT 70, and State and Local Government procurement vehicles such as NASPO ValuePoint
- Familiarity with channel (distributors, resellers) and related practice issues.
- Understanding of U.S., Canada and E.U. data security and privacy laws
- Proficiency with Google Docs, Gmail, Microsoft Office, Adobe Acrobat Pro, DocuSign, Salesforce, CLM tools, and Slack
At Abnormal AI certain roles are eligible for a bonus, restricted stock units (RSUs), and benefits. Individual compensation packages are based on factors unique to each candidate, including their skills, experience, qualifications and other job-related reasons. We know that benefits are also an important piece of your total compensation package. Learn more about our Compensation and Equity Philosophy on our Benefits & Perks page.
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At Abnormal AI, certain roles are eligible for a bonus, restricted stock units (RSUs), and benefits. Individual compensation packages are based on factors unique to each candidate, including their skills, experience, qualifications and other job-related reasons. We know that benefits are also an important piece of your total compensation package. Learn more about our Compensation and Equity Philosophy on our Benefits & Perks page.
Base salary range:
$233,000—$259,000 USD
