Director, Legal - Commercial (Americas) | United States | Remote

Grafana Labs, the company behind the open observability cloud, is founded on the principles of open source, open standards, open ecosystems, and open culture. Grafana Cloud, our fully managed observability platform, is flexible and built for scale. With Grafana Cloud's actually useful AI, organizations can see, understand, and act on all their disparate data to move at the speed of their ambitions. Today, more than 35 million users and 7,000+ customers – including Anthropic, Bloomberg, NVIDIA, Microsoft, and Salesforce – trust Grafana Labs to ensure reliability of their applications and systems, resolve incidents quickly, and optimize their telemetry to reduce noise and cost. We are a 100% remote company with 1,600+ team members across 40+ countries, and we’re backed by leading investors including Lightspeed Venture Partners, Sequoia Capital, GIC, Coatue, J.P. Morgan, CapitalG, and Lead Edge Capital.

About the role

Grafana Labs is seeking a Director, Legal - Commercial (Americas) to join our dedicated, collaborative, and fast-growing team. Reporting to the Deputy General Counsel, Commercial Legal, this role will serve as a senior strategic legal partner to the business, with primary responsibility for leading the company's most complex, high-impact, revenue-generating transactions. You will partner closely with sales leadership and other senior stakeholders to structure, negotiate, and close sophisticated enterprise SaaS, on-premises, and strategic commercial agreements.

This is a true player-coach role combining people management responsibilities with a hands-on, impactful commercial attorney position for someone who enjoys negotiating sophisticated transactions and partnering closely with the business. You will also support broader commercial legal initiatives, including advising on strategic go-to-market models, channel programs, privacy and regulatory matters, commercial policies, and maintaining and improving commercial legal templates and playbooks.

The successful candidate will be a creative and analytical thinker with exceptional business judgment, highly detail-oriented, and embracing a pragmatic, business-first approach to legal counseling. They will possess the strategic thinking, executive presence, and interpersonal skills necessary to build trusted advisor relationships across the organization while remaining approachable, collaborative, and solutions-oriented.

Responsibilities

• Lead the strategy, negotiation, and execution of the company's most complex, high-value commercial transactions, including enterprise SaaS, self-managed software, data processing, information security, channel, strategic partnership, and other technology-related agreements, including agreements involving artificial intelligence, generative AI, and other emerging technologies.
• Serve as a trusted advisor to sales leadership and other senior stakeholders on commercial strategy, deal structuring, negotiation strategy, and legal risk to help accelerate revenue while appropriately protecting the company.
• Partner closely with the Deputy General Counsel, Commercial Legal, on significant commercial matters, strategic initiatives, and the continued growth and evolution of the commercial legal function.
• Manage and mentor assigned attorneys on the Americas commercial legal team through coaching, performance feedback, and guidance on complex negotiations and legal issues.
• Partner with cross-functional teams to resolve complex commercial and operational issues and support new products, pricing models, and go-to-market initiatives.
• Develop and continuously improve commercial agreement templates, playbooks, policies, and legal processes to drive consistency, efficiency, and scalability across the commercial legal function.
• Evaluate and leverage AI-enabled legal technologies and workflows to improve contracting efficiency, enhance legal operations, support data-driven decision-making, and enable the commercial legal team to scale while maintaining high-quality legal work.
• Build strong relationships across the company and foster a practical, collaborative, and business-oriented approach to legal partnership.

Requirements

• JD or equivalent U.S. law degree and active bar membership in good standing in at least one U.S. jurisdiction.
• 10+ years of commercial legal experience supporting technology companies in the SaaS industry with demonstrated experience leading complex, high-value enterprise technology transactions, including negotiations with Fortune 500 and other large enterprise customers.
• Demonstrated experience managing, mentoring, and developing attorneys.
• Exceptional judgment with the ability to balance legal risk and business objectives in a fast-paced, high-growth environment.
• Proven ability to build trusted relationships with senior business stakeholders and provide practical, business-oriented legal advice.
• Significant experience with data protection and privacy laws (including GDPR and CCPA), information security terms, and technology contracting.
• Outstanding drafting, negotiation, communication, and interpersonal skills.
• Proven ability to independently manage numerous complex, business-critical matters and competing priorities.
• Demonstrated ability to improve legal processes, develop scalable contracting resources, and drive operational excellence.

Nice-to-haves

• Recognition from sales or business teams for exceptional partnership, responsiveness, and commercial judgment.
• Familiarity with open-source software licensing.

Pay

In the United States, the OTE (On-Target Earnings) compensation range for this role is $275,000 - $325,000. Actual compensation may vary based on level, experience, and skillset as assessed throughout the interview process. All of our roles include Restricted Stock Units (RSUs), giving every team member ownership in Grafana Labs' success.

Compensation ranges are country-specific. If you are applying for this role from a different location than listed above, your recruiter will discuss your specific market’s defined pay range and benefits at the beginning of the process.

Benefits

• 100% remote, global culture with team members across 40+ countries.
• 30 days of annual leave, including 3 Grafana Shutdown Days (compliance with local legislation where applicable).
• In-person onboarding to connect with new team members.
• Transparent communication and open decision-making.
• Autonomy and support to innovate and try new things.
• Career growth pathways with defined opportunities for development.
• Approachable leadership with involved and visible executives.
• Collaborative, passionate team culture with a focus on outcomes over optics.