Senior Negotiator

About the role

We need a senior negotiator who treats paper as a product. Not someone who reviews redlines after BD has already shaken hands and Legal has already drafted. Someone who sits at the table from the first conversation, shapes the deal, builds the MSA architecture, positions us for the future, envisions standards needed and protects what we’re building while making it easier — not harder — to get to yes.

Responsibilities

• Sit shotgun with BD or Procurement and other leads on every meaningful deal.
• Be the person in the room who knows what’s negotiable, what isn’t, and where the creative space is.
• Embrace or create standards that will protect and position Logos for current execution speed and yet for future profitability or growth.
• Negotiate large, complex deals across services, software, and hardware — and the combinations that get messy fast.
• Work the regulatory overlays: learn and render the landing rights, other regulatory aspects, HW export controls, SW licensing, media and distribution, data residency, sovereign hosting, ITAR/EAR, sanctions screening, telecom and landing rights.
• Build creative deal structures that protect margin and IP without slowing things down — usage-based commercial terms, capacity commitments, service credits that actually mean something, change-order mechanics that work for both sides, exit terms that don’t blow up the relationship.
• Partner with AP and AR on supplier and customer paper so commercial terms, payment terms, and operations actually line up — not three different teams discovering they signed three different deals.
• Begin to envision and create a ladder to bring back partner/customer paper or supplier paper to Logos paper as needed into the future.
• Work with Engineering and Product on SOW structure, acceptance criteria, SLA definitions, and warranty/IP language that’s defensible and deliverable.
• Partner with Legal on the legal architecture — but own the commercial outcome.
• Stand up and run a deal desk function as we scale: precedent library, fallback positions, escalation triggers, signed-paper review.
• Bring back what the market is telling us — commercial needs, solution interfaces, product attributes, pricing benchmarks, capability gaps, switching pain, regulatory friction — in a form the product, engineering and architecture teams can act on.
• Help us hire and grow the BD team behind you.

Requirements

You’ve closed large, complex enterprise deals — services, distribution, products, SW, HW, procurement or a mix across — at the senior negotiator or principal level. Not just papered them. Closed them. Operated across multiple industries with regulatory overlays. Telecom, media, content, HW, distribution, platforms, SW, procurement, defense, financial services, healthcare, energy — at least three of these, deeply. Built MSA forms and playbooks from scratch, or significantly rebuilt them, at a prior company. Negotiated with hyperscalers, critical enterprises, sovereigns, large telcos, distributors, suppliers, and primes — across both vendor and customer sides of the table. Worked globally.

Qualifications

• Built MSA architecture from scratch in a complex industry and closed hard deals across large enterprises, hyperscalers, or sovereigns.
• Existing relationships across hyperscaler procurement, critical enterprise procurement, or sovereign buyers in the US and globally.

Skills

• Experience in satcom, space, or adjacent infrastructure.

Benefits

Competitive base, real equity, the unusual seat of being the negotiator who shapes the company’s commercial DNA from the early stage forward, and colleagues who will sharpen you.

Pay

$200K - $240K

Schedule

Startup energy, long horizon