At a Glance
- Tasks: Lead legal negotiations for innovative tech partnerships and enterprise agreements.
- Company: Join Coursera and Udemy, a powerhouse in online learning and skills development.
- Benefits: Competitive salary, flexible work environment, and opportunities for professional growth.
- Other info: Dynamic team culture with a focus on innovation and career advancement.
- Why this job: Shape the future of learning and technology while making a global impact.
- Qualifications: 6-9 years of legal experience in tech, strong negotiation skills, and a collaborative mindset.
The predicted salary is between 63000 - 77000 £ per year.
About Coursera + Udemy
Coursera and Udemy are now one company, bringing together two mission-driven brands to create the world’s most powerful platform for turning learning into progress. Together, we help more than 300 million learners and 12,000+ enterprise customers build the skills they need for a world being reshaped by AI.
Why join us now? AI is transforming how people learn, work, and grow, and the need for new skills has never been greater. Coursera brings trusted content and credentials from leading university and industry partners, while Udemy brings a dynamic skills marketplace and global network of real-world experts. By combining these strengths, we can connect more people and organizations to the skills they need, when they need them.
Shape what comes next
By joining our team, you’ll have the opportunity to reshape how the world learns and applies skills—and help millions of people participate in the new economy.
Where we Work
Udemy is a global company headquartered in San Francisco, with additional U.S. offices in Denver and Austin, and international hubs in Australia, India, Ireland, Mexico, and Türkiye. This is an in-office position, requiring three days a week in the office (Tuesday, Wednesday, Thursday) and flexibility on Mondays and Fridays.
About this role
This is a senior in-house legal role for a commercially driven lawyer ready to take meaningful ownership of a high-profile deal portfolio at the intersection of enterprise growth and platform strategy. The role reports directly to the Head of Commercial and Strategic Growth Legal. We operate a hybrid go-to-market model that combines demand-led direct sales, solution-led growth, and indirect distribution through a tiered partner and channel ecosystem. We reach organizations globally through technology alliances, GSI relationships, channel partners, and reseller arrangements — powering learning and capability-building at scale. Legal sits at the center of all three motions.
You will be a dedicated legal partner for B2B Enterprise, Technology Alliances, and Channel and Distribution Partnerships, supporting the development and negotiation of the indirect partner ecosystem that underpins our scalable distribution. This is a role for someone who combines deep transactional expertise with strong business instincts, operates with a high degree of independence, and is ready to grow into broader leadership responsibility within a scaling legal function.
About your skills
- Exceptional business judgement and a proven ability to balance legal risk with commercial objectives in fast-moving deal environments.
- Executive-level communication skills: able to distill complex issues into clear, actionable guidance and influence stakeholders from SMB to large enterprise and C-suite.
- A track record of using approved AI tools to increase legal productivity, and staying current on AI governance obligations.
What you’ll be doing
- B2B Enterprise, Ecosystems and Technology Transactions
- Take primary ownership of drafting, reviewing, and negotiating complex commercial agreements across global system integrator arrangements, channel partner and reseller agreements, technology alliance and co-sell agreements, enterprise SaaS and platform licensing, API and technical integration agreements, and distribution and go-to-market partnerships.
- Advise senior business stakeholders, including GTM leadership, and Product teams, on deal structuring, risk allocation, commercial terms, and multi-jurisdictional GTM considerations, serving as the day-to-day legal lead who positions Legal as a genuine business enabler.
- Partner with the Product Legal team to develop and refine legal frameworks that support a self-serve and low-touch commercial motion, including API access agreements, developer terms, usage-based licensing structures, and SMB onboarding frameworks, contributing to a standardized, scalable approach that enables businesses to engage and onboard with speed and minimal friction.
- Provide clear, solution-focused guidance on AI-related commercial arrangements, data-sharing agreements, and emerging technology implementations as they enter the enterprise deal mix.
- GTM Product Commercialisation and Third-Party Integration
- Act as a primary legal partner for the commercialisation of GTM products, advising on go-to-market structures, route-to-market models, pricing and packaging frameworks, and the legal terms that govern how products are brought to market directly and through third parties.
- Draft and negotiate agreements that govern the embedding, bundling, or distribution of our products within third-party platforms, marketplaces, and ecosystems, including white-label arrangements, OEM agreements, co-branded offerings, and platform integration terms.
- Advise on licensing boundaries and revenue-sharing constructs as the product suite evolves and is commercialised through an expanding range of direct and indirect channels.
- Work closely with Product, Product Legal, Marketing, and Sales to ensure commercial and legal structures keep pace with product development and new route-to-market initiatives, flagging and resolving legal considerations early in the product lifecycle.
- Frameworks, Templates and Legal Scalability
- Own and continuously develop the suite of enterprise and channel contracting templates, playbooks, negotiation guidelines, and approval frameworks used across the partnerships function.
- Design scalable legal infrastructure that empowers fast-moving deal teams to execute efficiently while maintaining sound risk controls across both direct and indirect channels.
- Partner with Legal Operations on contract management tooling, reporting workflows, and process improvements.
- Support the Head of Commercial and Strategic Growth Legal on broader function-building initiatives, team training, and cross-functional policy development.
- Risk, Compliance and Cross-Functional Partnership
- Embed GDPR and applicable data privacy obligations into enterprise, partner, and platform agreements, working in close coordination with Product Legal, Privacy, and Information Security colleagues.
- Collaborate with Finance, Sales Operations, Product, and Procurement on deal economics, commercial policies, product launches, and vendor governance matters.
- Track developments across technology regulation, AI law, data protection, and enterprise software contracting, translating these into timely, practical guidance for the business.
What you’ll have
- Demonstrable experience with API-first or self-serve commercial models including developer terms, usage-based licensing, and SMB onboarding frameworks, and the confidence to lead the design and build-out of the legal infrastructure needed to support organic, low-friction acquisition at scale.
- Genuinely commercial in your approach: able to identify and manage risk pragmatically, find workable solutions under pressure, and avoid being a blocker to growth.
- An effective communicator and influencer, comfortable advising and challenging senior stakeholders across Sales, Product, and Executive leadership.
- Qualified lawyer with 6–9 years of post-qualification experience, including meaningful in-house tenure at a technology, SaaS, or enterprise software company.
- A proven track record negotiating complex B2B technology agreements including GSI, channel, reseller, alliance, and enterprise platform deals, ideally within or alongside global organisations.
- Demonstrable experience advising on product commercialisation, route-to-market strategy, or third-party distribution and embedding arrangements.
- Comfortable operating across both high-touch enterprise deals and high-volume standardised indirect channel frameworks, understanding that each requires a different legal posture.
- Highly organised and self-directed, with a demonstrated ability to manage a high-volume deal workload across competing priorities and deadlines with minimal supervision.
- A collaborative team player who understands their place in a broader legal function and actively supports those around them, including upward to leadership.
- Discreet, professional, and trusted to handle sensitive commercial and strategic information appropriately.
Senior Counsel, Strategic Growth & Technology Partnerships employer: Udemy
At Coursera and Udemy, we foster a dynamic work culture that prioritises innovation and collaboration, making it an exceptional place for professionals looking to make a meaningful impact in the education technology sector. Our San Francisco headquarters offers a vibrant environment where employees can thrive, with ample opportunities for personal and professional growth, as well as the chance to work on high-profile projects that shape the future of learning. Join us to be part of a mission-driven team dedicated to empowering learners and organisations worldwide.
StudySmarter Expert Advice🤫
We think this is how you could land Senior Counsel, Strategic Growth & Technology Partnerships
✨Get Involved in Law Societies
Join local law societies and attend their events – they're often a goldmine for networking and job opportunities in the legal field. Plus, it’s a great way to meet other budding lawyers and experienced solicitors who could provide vital insights and connections.
✨Tap into Online Legal Communities
Don’t underestimate the power of online platforms like LinkedIn and specific legal forums. Get active in discussions or share your thoughts on recent legal developments – this not only builds your visibility but also showcases your passion and knowledge in law.
✨Attend Career Fairs and Workshops
Look out for career fairs and workshops specifically focused on law. Many law firms, including Udemy, will be scouting for fresh talent, so bring your A-game and don’t shy away from making a memorable impression.
✨Leverage Your University’s Career Services
If you’re still in university or have recently graduated, latch onto your career services! They often have connections with law firms looking for graduates and can guide you through the application process tailored for the legal sector.
We think you need these skills to ace Senior Counsel, Strategic Growth & Technology Partnerships
Some tips for your application 🫡
Highlight Your Legal Knowledge:When applying for a full-time role in legal services at Udemy, make sure to demonstrate your understanding of key legal principles and areas of law relevant to the position. Include any specific coursework, modules, or certifications, like LPC or BPTC qualifications, that showcase your legal expertise directly on your CV.
Showcase Your Research Skills:In the legal field, strong research skills are crucial. Use your application to illustrate how you've utilised these skills in past studies or work experiences – whether that's through past internships or significant projects. Mention any legal databases or tools you’re proficient in, as this can give you an edge.
Tailor That Cover Letter!:Your cover letter is your chance to shine! Make it personal by expressing your genuine interest in Udemy and the specific role of Senior Counsel, Strategic Growth & Technology Partnerships. Talk about why you want to be part of their team, how your unique experiences align with their values, and why you’re passionate about the legal sector.
Stay Formal but Friendly:While we all know the legal world can be pretty formal, don’t be afraid to let a bit of personality shine through in your written application. Use a respectful tone, but feel free to inject a little warmth; this approach can help you stand out and show you're a great fit for Udemy’s culture!
How to prepare for a job interview at Udemy
✨Know Your Legal Principles
Brush up on foundational legal principles relevant to the specific area of law you’re applying for, whether it’s corporate, criminal, or family law. We might get asked situational questions to test your knowledge, so being articulate about key concepts will make you stand out.
✨Be Ready for Case Studies
Full-time legal roles often involve case studies during interviews. Prepare to analyse a hypothetical case and discuss your approach to it. Practising this with a peer or mentor can help us refine our reasoning and articulate a solid legal argument.
✨Show Off Your Research Skills
As legal professionals, strong research skills are a must. Have examples ready of how you've effectively used legal databases or conducted thorough legal research in your past experiences. It's a great way to demonstrate your readiness for the role at Udemy.
✨Exude Professionalism and Confidence
In the legal field, professionalism is key. During the interview, we should maintain good eye contact and communicate clearly to show that we’re not just knowledgeable, but also confident. This can make a positive impression on your potential colleagues at Udemy.
