As a Contracts Manager, you will play a critical, highly visible role in driving SailPoint’s global sales
contracting, commercial negotiations, and contract compliance programs. Operating with a high degree
of autonomy, you will support senior sales leadership and strategic customer accounts, managing
complex commercial software licensing, Software-as-a-Service (SaaS) transactions, and professional
services agreements.
The ideal candidate is hyper-organized, intellectually curious, and possesses excellent business acumen
and negotiation prowess. In this senior individual contributor role, you will not only manage high-stakes
transaction pipelines but also spearhead legal operations projects (including contract lifecycle
management system enhancements) and provide mentorship to junior members of the contracts team.

1. High-Value Contract Negotiation & Drafting

Lead direct negotiations with enterprise-level end-users, strategic major accounts, partners, and
resellers to secure favorable business and legal terms in alignment with SailPoint’s Commercial Policies.
Draft and customize high-complexity commercial agreements, including:

• Software License Agreements (SLA)
• Software-as-a-Service (SaaS) Cloud Agreements
• Partner, Channel, and Reseller Terms
• Professional Services Statements of Work (SOW)
• Non-Disclosure Agreements (NDAs) and custom modifications
• Custom Addenda, Schedules, and Service Level Agreements (SLAs)

Evaluate third-party contract templates, redlines, and propose creative risk-mitigation language that
balances commercial velocity with business risk.

2. Contract Compliance & Advisory

Act as a primary advisor to commercial Sales, Customer Success, Finance, and Security teams
regarding contract terms, commercial structures, and compliance.

• Provide robust governance and guidance on Revenue Recognition matters (including ASC 606
• compliance) during contract drafting and negotiation.
• Review and negotiate strict Data Privacy and Security Requirements (e.g., GDPR, CCPA/CPRA, and
• sector-specific privacy regulations).
• Maintain compliance protocols for government and public sector sales, leveraging experience with
• Federal Acquisition Regulations (FAR) where applicable.

3. Legal Operations, Systems & Closeout Leadership

• Drive process efficiency by coordinating, prioritizing, and allocating contracts requests across regions, ensuring optimal workload management.

Facilitate seamless post-execution operations, ensuring:

• Proper filing, tagging, and indexing of signed agreements in the contracts repository.
• Accurate and timely updates of Salesforce “contracts closing” records.
• Execution of delivery notices and handoffs to provisioning and finance teams.

Provide leadership and coordination across cross-functional teams to resolve complex customer issues
under tight deadlines, particularly during high-pressure Quarter-End and Year-End cycles.

30 Days: Onboarding, Integration & Tool Mastery

Focus: Familiarizing yourself with SailPoint’s technology, commercial frameworks, key stakeholders, and operational systems.

• SailPoint Overview: Learn about SailPoint’s history, mission, and "Four I's" core values (Integrity, Innovation, Impact, Individuals), with a focus on how the legal team supports these principles.
• Product & Service Offering: Learn the SailPoint identity security pitch, understanding the key differences between our Software-as-a-Service (SaaS) offerings, cloud licensing architecture, and professional services.
• Meet the Team: Introduce yourself to key cross-functional stakeholders, including Strategic Account Executives (AEs), regional sales leaders, Contract Operations team members, Finance (especially Revenue Recognition), Security, and Customer Success.
• Mentorship & Alignment: Meet your onboarding buddy, set up recurring 1:1s with your manager, and establish a communication rhythm to discuss active pipelines and strategic accounts.
• Tools & Systems: Gain advanced proficiency in SailPoint’s core contract and sales tools, including Salesforce.com (SFDC), the Contract Lifecycle Management (CLM) system, and standard legal document comparison and tracking tools.

60 Days: Enablement, Playbooks & Initial Negotiations

Focus: Mastering commercial policies, shadowing active deals, and beginning to lead mid-to-high complexity transactions.

• Commercial Enablement: Complete revenue organization and contracts-specific enablement. Deep dive into SailPoint’s Commercial Policies, fallback playbooks, and standard templates (SaaS Cloud Agreements, SLAs, SOWs, and NDAs).
• Shadowing & Calibration: Shadow senior contract managers and legal counsel during active, high-stakes negotiations with Fortune 500 strategic accounts to calibrate your approach with SailPoint's negotiation style.
• Portfolio & Pipeline Management: Take ownership of your assigned strategic account portfolio. Review existing contracts, understand customer commercial baselines, and coordinate with AEs on upcoming high-value transactions.
• Guided Execution: Lead direct negotiations on mid-complexity transactions, proposing creative risk-mitigation language and evaluating third-party agreements under the guidance of legal leadership.

90 Days: Autonomy, Strategic Advisory & Operational Leadership

Focus: Operating with a high degree of autonomy, serving as a trusted business advisor, mentoring peers, and driving closeout efficiency.

• Autonomous Enterprise Negotiations: Fully own direct negotiations with enterprise-level strategic accounts, partners, and resellers. Consistently secure favorable terms that balance commercial velocity with appropriate business risk.
• Strategic Advisory: Act as the primary, highly visible advisor to Sales, Customer Success, and Finance teams regarding complex contract structures, revenue recognition constraints, and data security requirements.
• Legal Operations & Systems Leadership: Spearhead process efficiency projects, such as CLM system enhancements or repository standardization. Help coordinate, prioritize, and allocate contracts requests to optimize regional workflows.
• Deal Closeout & Quarter-End Execution: Lead the post-execution process (proper tagging/indexing in CLM, Salesforce reconciliation, provisioning handoffs) and show readiness to drive high-volume, high-pressure transactions during Quarter-End and Year-End cycles.
• Mentorship: Provide guidance, support, and informal mentorship to junior members of the contracts team, helping to scale knowledge across the broader Contract Operations function.
• Continuous Feedback: Proactively seek out and incorporate feedback from Sales leadership, Finance, and Legal management to continuously optimize deal cycle times and legal alignment.

Benefits and Compensation listed vary based on the location of your employment and the nature of your employment with SailPoint.

As a part of the total compensation package, this role may be eligible for the SailPoint Corporate Bonus Plan or a role-specific commission, along with potential eligibility for equity participation. SailPoint maintains broad salary ranges for its roles to account for variations in knowledge, skills, experience, market conditions and locations, as well as reflect SailPoint’s differing products, industries, and lines of business. Candidates are typically placed into the range based on the preceding factors as well as internal peer equity. We estimate the base salary, for US-based employees, will be in this range from (min-mid-max, USD):

Base salaries for employees based in other locations are competitive for the employee’s home location.

Benefits Overview

1. Health and wellness coverage: Medical, dental, and vision insurance

2. Disability coverage: Short-term and long-term disability

3. Life protection: Life insurance and Accidental Death & Dismemberment (AD&D)

4. Additional life coverage options: Supplemental life insurance for employees, spouses, and children

5. Flexible spending accounts for health care, and dependent care; limited purpose flexible spending account

6. Financial security: 401(k) Savings and Investment Plan with company matching

7. Time off benefits: Flexible vacation policy

8. Holidays: 8 paid holidays annually

9. Sick leave

10. Parental support: Paid parental leave

11. Employee Assistance Program (EAP) and Care Counselors

12. Voluntary benefits: Legal Assistance, Critical Illness, Accident, Hospital Indemnity and Pet Insurance options

13. Health Savings Account (HSA) with employer contribution