Senior Commercial Counsel | United States | Remote

Grafana Labs is the company behind Grafana Cloud, the fully managed observability platform trusted by more than 10,000 organizations to ensure reliability, resolve incidents faster, and optimize telemetry at scale. Built on open source and open standards and designed for interoperability across any stack, Grafana Cloud brings AI to observability and observability to AI, giving teams (and their agents) unified visibility so they can see, understand, and act on all their disparate data, wherever it lives, and move at the speed of their ambitions. Customers, including Anthropic, Bloomberg, NVIDIA, Microsoft, and Salesforce, rely on Grafana Labs. We are a 100% remote company with team members across 40+ countries, backed by leading investors including Lightspeed Venture Partners, Sequoia Capital, GIC, Coatue, J.P. Morgan, CapitalG, and Lead Edge Capital. Learn more at grafana.com and follow us on LinkedIn and X .

We’re scaling fast and staying true to what makes us different: an open-source legacy, a global collaborative culture, and a passion for meaningful work. Our team thrives in an innovation-driven environment where transparency, autonomy, and trust fuel everything we do.

You may not meet every requirement, and that’s okay. If this role excites you, we’d love you to raise your hand for what could be a truly career-defining opportunity.

The Opportunity:

Grafana Labs is seeking a Senior Commercial Counsel to join our dedicated, collaborative, and fast-growing legal team. This role will serve as a strategic legal partner to the business, with primary responsibility for leading high-impact, revenue-generating transactions and supporting the Grafana Labs sales organization in structuring, negotiating, and closing complex enterprise on-premises and SaaS commercial agreements.

This role will also support broader legal matters, including reviewing and negotiating vendor and marketing agreements, advising on and supporting channel programs, contributing to privacy initiatives, maintaining commercial legal form agreements, and partnering on other cross-functional matters.

The successful candidate will be a creative and analytical thinker who is highly detail-oriented and embraces a business-oriented approach. They will have the ability to think strategically and build trusted advisor relationships with internal stakeholders. The ideal candidate brings significant experience leading negotiations of complex, high-value commercial agreements with Fortune 500 and other sophisticated enterprise customers, often on customer paper and within highly regulated industries such as healthcare and financial services.

This individual is an exceptional drafter and strategic negotiator with strong business judgment, able to quickly distinguish between material legal risk and negotiable terms. They take a pragmatic, solutions-oriented approach that balances legal protection with commercial objectives, ensuring negotiations remain constructive and deals continue progressing toward closure. The candidate should have a proven track record as a trusted partner to sales, with demonstrated success managing sophisticated counterparties, navigating complex issues, and driving critical revenue-generating transactions through to timely and successful execution.

What You’ll Be Doing:

Lead strategy, negotiation, and execution of complex, high-value enterprise B2B agreements, including SaaS and on-premises licenses, data processing agreements (GDPR, CCPA), business associate agreements (HIPAA), information security agreements, professional services agreements, channel partner agreements, and other commercial and technology-related contracts.

Serve as a strategic partner to sales leadership on deal structuring, risk assessment, and negotiation strategy to accelerate revenue while protecting the business.

Partner with cross-functional teams (e.g., finance, security, support, product) to resolve complex commercial and operational issues and support new go-to-market models, pricing structures, and programs.

Develop and improve form agreements and negotiation playbooks to drive consistency and scalability.

Contribute to the development of workflows and processes that enable the legal team to scale effectively, including contract negotiation, execution, and tracking of contractual obligations.

Support global expansion efforts, including go-to-market initiatives, privacy-by-design, and security-by-design programs.

Create and deliver training to business teams on legal best practices, effective engagement with legal, and relevant legal and regulatory developments.

What Makes You a Great Fit:

JD or equivalent U.S. law degree and active bar membership in good standing in at least one U.S. jurisdiction.

8+ years of technology-related commercial legal experience (preferably in the SaaS industry).

Demonstrated experience leading complex, high-value enterprise negotiations independently, including with Fortune 500 customers and on customer paper.

Strong commercial acumen, with the ability to balance legal risk with business objectives in a fast-paced, high-growth environment.

Proven ability to partner effectively with senior stakeholders, including sales leadership and executives.

Significant experience with data protection and privacy laws (e.g., GDPR, CCPA), as well as security and compliance frameworks.

Excellent drafting, negotiation, and communication skills.