Senior Counsel, GTM

The role

The Senior Counsel, GTM will negotiate high-value enterprise deals and advise on strategic partnerships. This person will build playbooks, templates, and processes to support the go-to-market team.

What you will do

• Draft and negotiate customer agreements including enterprise MSAs, order forms, API, serverless and renewals and expansions.
• Own the legal relationship with sales, account management and deal desk.
• Negotiate AI-specific terms such as IP and output ownership, data use and retention, model-provider flow-downs, acceptable use and content policies.
• Handle DPAs, security and privacy questions in customer deals.
• Support model partner and marketplace terms.
• Flex into infrastructure and vendor agreements.
• Improve templates, playbooks and approval matrix.
• Partner with Legal Ops on contract tooling and intake.

Required qualifications

• 5+ years of commercial legal experience, including meaningful in-house time at a SaaS, cloud, API or AI company.
• A track record of negotiating high volumes of enterprise customer contracts, from standard paper to complex strategic deals.
• Working knowledge of usage-based and consumption pricing models, SLAs, and data protection (GDPR, CCPA, DPAs).
• A business-partner mindset.
• Ability to keep balance in a fast, lightly structured environment where priorities shift weekly.
• Active bar membership in good standing.

Nice to have

• California bar membership preferred or able to register as in-house counsel
• Experience with AI or ML licensing, model partnerships, or content and media licensing
• Exposure to cloud, compute or infrastructure agreements
• Experience rolling out or improving contract tooling and playbooks, including using AI to speed up review

Benefits

• Interesting and challenging work
• Learning and growth opportunities
• Visa sponsorship
• Relocation help to San Francisco
• Health, dental, and vision insurance (US)
• Regular team events and offsites

Before you apply

• We offer visa sponsorship

About the company

fal is the generative media ecosystem powering the next generation of AI products. They build infrastructure, tools, and model access for developers and enterprises.