Senior Counsel, Strategic Growth & Technology Partnerships

About the role

This is a senior in-house legal role for a commercially driven lawyer ready to take meaningful ownership of a high-profile deal portfolio at the intersection of enterprise growth and platform strategy. The role reports directly to the Head of Commercial and Strategic Growth Legal. We operate a hybrid go-to-market model that combines demand-led direct sales, solution-led growth, and indirect distribution through a tiered partner and channel ecosystem. We reach organizations globally through technology alliances, GSI relationships, channel partners, and reseller arrangements — powering learning and capability-building at scale. Legal sits at the center of all three motions. You will be a dedicated legal partner for B2B Enterprise, Technology Alliances, and Channel and Distribution Partnerships, supporting the development and negotiation of the indirect partner ecosystem that underpins our scalable distribution.

The role involves taking primary ownership of drafting, reviewing, and negotiating complex commercial agreements across global system integrator arrangements, channel partner and reseller agreements, technology alliance and co-sell agreements, enterprise SaaS and platform licensing, API and technical integration agreements, and distribution and go-to-market partnerships. You will advise senior business stakeholders, including GTM leadership, and Product teams, on deal structuring, risk allocation, commercial terms, and multi-jurisdictional GTM considerations, serving as the day-to-day legal lead who positions Legal as a genuine business enabler.

You will partner with the Product Legal team to develop and refine legal frameworks that support a self-serve and low-touch commercial motion, including API access agreements, developer terms, usage-based licensing structures, and SMB onboarding frameworks, contributing to a standardized, scalable approach that enables businesses to engage and onboard with speed and minimal friction.

You will provide clear, solution-focused guidance on AI-related commercial arrangements, data-sharing agreements, and emerging technology implementations as they enter the enterprise deal mix. You will act as a primary legal partner for the commercialisation of GTM products, advising on go-to-market structures, route-to-market models, pricing and packaging frameworks, and the legal terms that govern how products are brought to market directly and through third parties. You will draft and negotiate agreements that govern the embedding, bundling, or distribution of our products within third-party platforms, marketplaces, and ecosystems, including white-label arrangements, OEM agreements, co-branded offerings, and platform integration terms.

You will advise on licensing boundaries and revenue-sharing constructs as the product suite evolves and is commercialised through an expanding range of direct and indirect channels. You will work closely with Product, Product Legal, Marketing, and Sales to ensure commercial and legal structures keep pace with product development and new route-to-market initiatives, flagging and resolving legal considerations early in the product lifecycle.

You will own and continuously develop the suite of enterprise and channel contracting templates, playbooks, negotiation guidelines, and approval frameworks used across the partnerships function. You will design scalable legal infrastructure that empowers fast-moving deal teams to execute efficiently while maintaining sound risk controls across both direct and indirect channels. You will partner with Legal Operations on contract management tooling, reporting workflows, and process improvements.

You will support the Head of Commercial and Strategic Growth Legal on broader function-building initiatives, team training, and cross-functional policy development. You will embed GDPR and applicable data privacy obligations into enterprise, partner, and platform agreements, working in close coordination with Product Legal, Privacy, and Information Security colleagues. You will collaborate with Finance, Sales Operations, Product, and Procurement on deal economics, commercial policies, product launches, and vendor governance matters. You will track developments across technology regulation, AI law, data protection, and enterprise software contracting, translating these into timely, practical guidance for the business.

Skills

• Exceptional business judgement and a proven ability to balance legal risk with commercial objectives in fast-moving deal environments.
• Executive-level communication skills: able to distill complex issues into clear, actionable guidance and influence stakeholders from SMB to large enterprise and C-suite.
• A track record of using approved AI tools to increase legal productivity, and staying current on AI governance obligations.

Benefits

At Udemy, we value diversity and inclusion and consider qualified applicants without regard to race, color, religion, sex, national origin, ancestry, age, genetic information, sexual orientation, gender identity, marital or family status, veteran status, medical condition, or disability. We understand that not everyone will match each of the qualifications. However, we also realize that everyone has unique experiences that can add value to our company. Even if you think your background might not perfectly align, we'd love to hear from you!

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