Contracts Manager

Join the SailPoint Deal Pursuit Team at SailPoint as a Contracts Manager and be part of the innovation. We are looking for an EMEA Contracts Manager to bring their expertise to the table and help us craft deals that drive success. You will need to be passionate about contracts and thrive in a fast-paced environment. This role will be supervised by EMEA’sSenior Contract Manager.

You’ll partner directly with Sales to transform the way we engage with customers (and prospect customers). You will turnlengthy and complex contract negotiations into seamless and high-speedconversations and will directly help to build the foundation of our future relationships. By championing our VATO principles - Velocity Alignment Transparency andOwnership - you will use your expertise to create an elite negotiation experience that fuels long-term growth and partnership excellence.

Roles and responsibilities:

To be a successful Contracts Manager for SailPoint, you need to be an excellent:

COMMUNICATOR: Confident, versatile, and accomplished in conveying complex information

NEGOTIATOR:A Contracts Manager must be able to competently collaborate with SailPoint Legal, and negotiate with external legal and procurement teams. A legal background is highly desirable

MULTI-TASKER: You should be able to manage multiple queries using tools such as SalesForce, Sharepoint, and other apps

TIME-KEEPER:Time is of the essence. You must be driven to meet deadlines and keep stakeholders informed every step of the way

POLICY AMBASSADOR: The Deal Pursuit Team has an ability to make change. The Contracts function works closely with SailPoint Legal and other SailPoint functions to shape policies that improve the customer experience while safeguarding SailPoint's interests

TEAM PLAYER:The Deal Pursuit Team is not just Contracts, we are also Deal and Pricing Strategy and operations. You will work as a Team with your immediate Deal Pursuit colleagues, but you will also need to work as a Team with Sales, Legal, Security, Finance, Product Management, Sales Engineering and others.

Minimum Requirements:

• 5+ years working in similar role in Software company and commercial environment

• A legal certification or qualification (e.g. JD, Juriste, CILEX, LLB, GDL, CIPP-e) or equivalent experience

• Excellent English (written and spoken) and native level fluency in one other European language

• Working knowledge of:

  • Software licensing, SaaS solutions and Data Processing Agreements

  • Partner Agreements

  • NDAs/Confidentiality Agreements

  • Revenue Recognition matters

Onboarding & Performance Objectives

Month 1: Foundation & Integration

• Objective: Build internal networks and establish product and process knowledge.

• Expectations:

  • Complete introductory meetings with all Deal Pursuit, Sales and cross-functional colleagues within your assigned region.

  • Take full ownership of low-complexity regional tasks, including NDAs, RFP responses, and regulatory mapping exercises (e.g., DORA and GDPR).

  • Demonstrate consistent professional standards in communication and time management from day one.

Month 3: Proficiency & Primary Ownership

• Objective: Transition into the primary lead for your assigned territory.

• Expectations:

  • Serve as the main point of contact for all queries and tasks in your assigned territory.

  • Lead contract negotiation meetings. While supervision is available until you are fluent in playbook messaging, you will be encouraged to lead these sessions independently as your confidence grows.

Year 1: Mastery & Strategic Partnership

• Objective: Provide high-level support and regional stability.

• Expectations:

  • Manage a diverse and high-volume workload across the region with minimal oversight.

  • Establish yourself as a dependable, go-to resource for leadership and cross-functional team members.

  • Consistently deliver on complex regional initiatives, ensuring alignment with broader organizational goals.