Commercial Contracts Manager

Title: Commercial Contracts Manager

Job Location: Santa Clara, CA

Job Term: Full-time

The Opportunity:

Picarro's Sales Operations team is hiring a strategic partner to the sales team, with primary responsibilities of driving the commercial contract negotiation process and recommending deal structures that maximize value while ensuring compliance with internal financial and legal guidelines. This role focuses on shaping commercial terms, mitigating risks, and aligning proposals with company policies and long-term business objectives. By collaborating closely with sales, finance, legal, and operations, the Commercial Contracts Manager ensures that every agreement is customer-focused, commercially sound, and supports the attainment of company financial goals. The Commercial Contracts Manager will lead the development and maintenance of efficient commercial processes to ensure alignment between organizational goals and daily operations. The Commercial Contracts Manager will report to the Director of Sales Operations.

Key Responsibilities

• Partner with the sales team during contract negotiations to shape and guide deal structures.
• Drive the commercial negotiation tasks constantly with the customer and internal stakeholders
• Analyze commercial terms and recommend deal structures that balance customer needs with company profitability.
• Ensure all proposed agreements comply with internal financial policies, pricing frameworks, and legal requirements.
• Collaborate with finance and legal teams to review, refine, and approve contracts before finalization.
• Provide guidance to sales on risk management, contractual obligations, and compliance considerations.
• Contribute to the continuous improvement of contracting processes, templates, and approval workflows.

Qualifications:

• Bachelor's degree in Business, Finance, Law, or related field; advanced degree or professional certification is a plus.
• Over 7 years of experience in commercial operations, contract management, or sales support. Experience in a global or multinational setting is highly desirable.
• Strong knowledge of contract negotiation, pricing frameworks, commercial terms and risk management.
• Knowledge of legal, regulatory, and compliance requirements related to contracts and commercial agreements. Familiarity with SaaS industry is a plus.
• Experience collaborating with sales, finance, legal, and operations teams to drive business results.
• Excellent analytical, problem-solving, and communication skills.
• Familiarity with CRM, contract management, and ERP systems.
• Proven ability to manage multiple priorities and provide strategic guidance in complex deal scenarios.
• Experience with process improvement initiatives, including developing contracting templates, workflows, and approval processes.
• Highly collaborative with strong interpersonal skills, able to influence stakeholders and build lasting business relationships.
• Strategic thinker with a customer-focused mindset, capable of aligning commercial decisions with long-term business goals.

Our total compensation packages include base salary, bonus eligibility, and equity. Compensation range for this position is $135k - $170k. No outside agencies, please!