Director & Assistant General Counsel - Strategic Accounts

Procore's Strategic accounts include some of the largest builders, owners, and developers in the world, and the agreements we reach with them shape how Procore prices, packages, and delivers its technology well beyond any single deal. We’re looking for a Director & Assistant General Counsel, Strategic Accounts, to join Procore’s Commercial Legal team within the Legal, Regulatory & Compliance (“LRC”) Department. In this role, you’ll be the senior legal voice in the room where the most consequential relationships take shape: an embedded advisor to senior revenue leadership, an expert negotiator of high stakes complex deals, and a leader of initiatives that improve how Procore successfully closes complex deals at scale. You'll shape deals before the first redline. You'll work through the unsettled legal questions that come with AI, data, and a changing regulatory landscape, and bring executives a clear recommendation. You'll spot the patterns across our Strategic deals and turn them into better structures, positions, and tools for the whole organization. To succeed in this role, you'll need to show up as a leader, collaborator, project manager, and self-starter able to drive multiple initiatives simultaneously.

This position will report to our Senior Director & Assistant General Counsel, Sales and is based in our Austin, TX office,  another US based office, or Remote for the right candidate. We’re looking for someone to join us immediately.

What you’ll do:

Advise at the executive level

• Serve as trusted strategic advisor to Strategic Sales leadership and the C-suite on high-stakes and precedent-setting legal and commercial issues, by turning ambiguity into decisions: frame the issue, quantify the risk, lay out the options, and make a clear recommendation in language a business leader can act on
• Take a seat in account planning, deal strategy, and executive customer conversations as a thought partner

Shape the deals that matter most

• Lead strategy and negotiation on Procore's most complex and consequential Strategic customer transactions, influencing deal structure, pricing, and packaging alongside Sales, Finance, and Deal Desk, so risk and value are weighed together before terms reach the customer
• Make the call on which risks to accept, trade, or escalate, and know when to move quickly and when to slow things down

Lead strategic initiatives

• Own cross-functional initiatives that solve problems and improve how Procore operates by defining the problem, building the coalition, setting the milestones, and delivering measurable gains in cycle time, deal quality, and risk posture, and by measuring success in outcomes not activity
• Work with Security, Privacy, Product, Engineering, Finance, Compliance, and other LRC functions as one team, and bring the customer's perspective into how Procore builds and delivers its products

Build leverage and capability

• Turn what Strategic deals teach us into playbooks, best practices, self service tools, training, and enablement that strengthen how the whole organization closes
• Proactively benchmark industry peers and track evolving similarly situated contract positions, caselaw, and key customer concerns to ensure terms and negotiations remain balanced, sound, and market-aligned

Core Behaviors and Expectations:

• Engage like a co-owner of the business (not a service provider) by doing the job that needs doing, and by seeing the problems that belong to no-one and fixing them without being asked
• Make high-stakes challenges easier for the people around you by turning complex legal issues into clear choices, driving decisions, and remaining steady and constructive in the midst of ambiguity and evolving priorities
• When you need to make a hard call, ensure your business partners know why and earn their trust by making their jobs easier and their decisions better
• Build trust through candor and consistency with Sales leaders, executives, cross-functional partners, and customers' counsel alike

What we’re looking for:

• JD and active state bar membership in good standing
• 12+ years of progressively responsible transactional commercial legal experience gained at a SaaS or other high-growth technology company
• Extensive experience drafting, reviewing, and negotiating complex SaaS sales agreements in a scaled environment with Strategic customers 
• Deep understanding of SaaS business models, sales motions, commercial negotiation best practices, and familiarity with revenue recognition and related SaaS accounting standards, issues, and terminology
• Strategic business partner mindset: deep tech fluency, sound judgment on risk allocation, and a track record of driving key business outcomes 
• Demonstrated track record of motivating and influencing internal and external stakeholders as a trusted advisor and success in executing in a fast-paced, rapidly growing global sales environment
• Comfortable negotiating data privacy agreements, including a working knowledge of GDPR and CCPA/CPRA as they relate to commercial contracts
• Agile and resilient execution: proven ability to prioritize competing demands, make decisive calls, and manage high-pressure deal timelines autonomously
• High EQ, impeccable professional ethics, integrity, judgment, and demonstrated ability to handle highly confidential information
• Able to operate autonomously as a self-starter with high initiative while being a team player who brings a positive “can-do” attitude to the workplace working collaboratively with other members of the LRC Department and with internal business partners
• Detail-oriented with a passion for building better processes
• Demonstrated aptitude for leveraging AI (Gemini, Claude, or Harvey) to automate routine tasks and recapture bandwidth for high-value work

Additional Information

Base Pay Range:

200,000.00 - 275,000.00 USD Annual

This role may also be eligible for Equity Compensation and/or Bonus Incentive Compensation. Procore is committed to offering competitive, fair, and commensurate compensation. Actual compensation will be based on a candidate’s job-related skills, experience, education or training, and location.

For Los Angeles County (unincorporated) Candidates:

Procore will consider for employment all qualified applicants, including those with arrest or conviction records, in accordance with the requirements of applicable federal, state, and local laws, including the City of Los Angeles’ Fair Chance Initiative for Hiring Ordinance, the Los Angeles County Fair Chance Ordinance for Employers, and the California Fair Chance Act.

A criminal history may have a direct, adverse, and negative relationship on the following job duties, potentially resulting in the withdrawal of the conditional offer of employment: 1. appropriately managing, accessing, and handling confidential information including proprietary and trade secret information, as well as accessing Procore's information technology systems and platforms; 2. interacting with and occasionally having unsupervised contact with internal/external customers, stakeholders, and/or colleagues; and 3. exercising sound judgment.