Senior Counsel, Strategic Partnerships

Coursera
United Kingdom
Full timeFunction: Business Development & PartnershipsExperience: 10+ yearsSkills: ["Business judgement","Executive communication","Stakeholder influence","Risk management","Self-directed"]

Own and negotiate complex B2B enterprise and indirect distribution agreements across technology alliances, GSI relationships, channel partners, and resellers. Serve as day-to-day legal lead on deal structuring, risk allocation, licensing, API and technical integration, and AI-related commercial arrangements. Develop scalable contracting templates and frameworks that enable self-serve, low-touch motions. Partner with GTM, Product, Product Legal, Marketing, and Sales to commercialize offerings through third-party platforms and ecosystems.

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FursaFursa
Coursera
Coursera
3 days ago

Senior Counsel, Strategic Partnerships

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Job Summary

Own and negotiate complex B2B enterprise and indirect distribution agreements across technology alliances, GSI relationships, channel partners, and resellers. Serve as day-to-day legal lead on deal structuring, risk allocation, licensing, API and technical integration, and AI-related commercial arrangements. Develop scalable contracting templates and frameworks that enable self-serve, low-touch motions. Partner with GTM, Product, Product Legal, Marketing, and Sales to commercialize offerings through third-party platforms and ecosystems.
Location: United Kingdom
Employment Type: Full time
Job Function: Business Development & Partnerships
Seniority: Mid level

Key Responsibilities

  • •Draft, review, and negotiate complex commercial agreements across global GSI, channel partner, reseller, technology alliance, co-sell, and distribution/go-to-market partnerships.
  • •Advise senior business stakeholders (GTM leadership and Product teams) on deal structuring, risk allocation, commercial terms, and multi-jurisdictional considerations.
  • •Develop and refine legal frameworks and templates that support self-serve, low-touch commercial motion (e.g., API access agreements, developer terms, usage-based licensing, SMB onboarding).
  • •Provide solution-focused guidance on AI-related commercial arrangements, data-sharing agreements, and emerging technology implementations.
  • •Act as primary legal partner for GTM product commercialisation, advising on route-to-market structures and negotiating agreements for embedding, bundling, distribution, and platform integration (including white-label/OEM/co-branded arrangements).

Key Requirements

  • •10+ years of post-qualification experience, including meaningful in-house tenure at a technology, SaaS, or enterprise software company.
  • •Proven track record negotiating complex B2B technology agreements (GSI, channel, reseller, alliance, enterprise platform deals).
  • •Demonstrable experience advising on product commercialisation, route-to-market strategy, or third-party distribution and embedding arrangements.
  • •Comfort operating across both high-touch enterprise deals and high-volume standardized indirect channel frameworks.
  • •Highly organized, self-directed, and able to manage a high-volume deal workload across competing priorities with minimal supervision.
Experience:10+ yearsTechnologySaaSEnterprise softwareB2BIn-house legal
Skills:Business judgementExecutive communicationStakeholder influenceRisk managementSelf-directed
Tech Stack:AI toolsAI governanceAPIsEnterprise SaaSPlatform licensing

Company Brief

Coursera
Operates an online learning platform offering MOOCs, professional certificates, and degree programs in partnership with universities and organizations worldwide, enabling learners and professionals to acquire new skills and credentials online.
Industry: EdTech
Company Size: Enterprise (1,001+ employees)
Growth: Public Company
Valuation: Public Company (Market Cap in USD)
Funding: IPO / Publicly Listed
Headquarters: Mountain View, United States
Founded: 2012
WebsiteLinkedIn