Canto

General Counsel

• Own negotiation and execution of commercial SaaS agreements — including MSAs, subscription agreements, DPAs, and NDAs — while enabling the business to move quickly within defined guardrails.
• Enforce company positions on non-standard terms and manage escalation paths, improving time-to-signature without increasing legal or commercial risk.
• Train and enable Sales to handle routine negotiations independently, reducing legal bottlenecks at scale.
• Lead the end-to-end contracting function for all customer and vendor agreements, building a scalable, AI-enabled operation that reduces manual work and accelerates deal cycles.
• Implement and manage a Contract Lifecycle Management (CLM) system, including templates, negotiation playbooks, approval workflows, and delegation of authority controls.
• Leverage AI-driven legal tools for contract review, risk flagging, and workflow automation — actively identifying opportunities to reduce outside counsel reliance over time.
• Own vendor contracting and procurement legal processes, maintaining a contract repository with proactive tracking of key terms and obligations.
• Lead legal aspects of data privacy — including DPA negotiation and regulatory alignment with GDPR, CCPA, and related frameworks — and monitor evolving requirements across Canto's operating and customer geographies.
• Partner with Security, Product, and Executive Leadership on emerging legal and regulatory requirements related to AI, data governance, automated decision-making, IP, and responsible AI practices.
• Serve as the primary legal advisor across commercial and operational matters, managing outside counsel relationships across the US and Europe with a focus on cost efficiency and minimizing routine escalations.
• Handle disputes and pre-litigation matters with a pragmatic, resolution-oriented approach, and advise on Canto's corporate entity compliance program.
• Partner with Security during privacy and security events, coordinating on notification obligations, contractual commitments, regulatory requirements, and privilege preservation.

Commercial Counsel

Sales

• Develop and execute regional strategy
• Drive sustainable profitable growth
• Identify new markets and partnerships
• Support long-term business planning
• Provide market intelligence to executive leadership
• Lead, coach and develop the team of Regional Sales Managers (RSM)
• Build a high-performance culture
• Conduct succession and talent planning
• Set objectives and performance reviews
• Champion ethics, inclusion and accountability
• Own pipeline, Order Intake, revenue
• Lead major pursuits and negotiations
• Develop executive customer relationships
• Oversee promotors and distributors
• Improve customer satisfaction and retention
• Coordinate Marketing, Bid Management, Product Management, Contracts, Legal, Finance and Customer Support
• Ensure alignment through the opportunity lifecycle
• Own regional budget, including but not limited to managing travel and commercial investments
• Forecast Order Intake and revenue
• Improve forecast accuracy
• Regional business planning
• Customer engagement priorities
• Commercial strategy recommendations
• Negotiation leadership within delegated authority

Head of Sales, Western US

Account Executive

• Join Canto's high-performing sales team and play a key role in driving revenue growth through strategic prospecting, consultative selling, and delivering exceptional customer value.
• Consistently exceed monthly, quarterly, and annual quota targets for net new business revenue
• Own the full sales cycle -- from outbound prospecting, discovery, and product demonstration to solution design, proposal, and close
• Build and maintain a healthy pipeline of high-quality opportunities through proactive outreach and collaboration with marketing and SDRs
• Deliver compelling, customized product demos and business cases that clearly articulate the ROI and impact of Canto's platform
• Operate as a trusted advisor by deeply understanding customer needs and translating them into tailored solutions
• Collaborate cross-functionally with Sales Engineering, Customer Success, and Product to drive customer success and feedback loops
• Maintain accurate and up-to-date pipeline management, forecasting, and opportunity data using Salesforce
• Stay ahead of industry trends, competitive landscape, and evolving customer challenges to differentiate Canto's value proposition

Sales Development Rep

• Strategically identify, engage, and qualify prospects based on target industries and personas
• Manage top-of-funnel pipeline through a high volume of outbound calling, emails, social engagements completing 60+ activities a day
• Delivering value-focused messaging, educating prospects, and generating interest in Canto
• Continued education and dedication to learning about industry trends, challenges, and news
• Overcoming objections by delivering value-focused messaging
• Performing research in order to understand a prospect’s challenges, priorities, product requirements and deliver compelling value propositions
• Deliver qualified opportunities to our sales team

Sales Development Representative

Program Manager

• Manage the project/program cross functionally in collaboration to track and coordinate project actions, reporting and deliverables.
• Develop project task-based schedules and report milestone progress against the integrated master schedule.
• Monitor actual project performance against planned performance to identify variances and manage tasks on the critical path.
• Prepare and issue company/contracted work orders. Interface with contract manager and delivery manager during acceptance process and manage ‘after delivery’ activities.
• Maintain strong relationship with procurement to ensure vendor performance supports project/program goals.
• Liaison with Customer Support Services and Training teams to ensure activities are aligned with contract schedule.
• Monitor configuration changes (change requests and management) and suggest solutions to minimize negative impact.
• Identify and manage programmatic risks and suggest recovery/mitigation plans.
• Support in definition of product roadmap and yearly budget preparation.
• Coordinate with cross-functional teams to prepare technical and industrial feasibility tender summary sheets to support bids & proposals.

Risk

• Work closely with CS&T leadership to Identify, formalize and report monthly financials, headcount, forecasts and relevant KPIs.
• Responsible for the CST leadership for evaluating, maintaining risk register and making sure appropriate containment action are in place and executed correctly.
• Responsible for analysis of CS&T’s financial and operational performance, development of manpower requirement reports, identification of strengths/weaknesses, recommending improvements and providing support for strategic decision making.
• Coordinate all activities related to budget elaboration and monitoring for CS&T.
• Ensure liaison with worldwide CS&T governance organization in projects such as monthly financial variance reporting, monthly KPIs reporting, job skill HR Parameters matrix maintenance and reporting financial budget.
• Responsible for development of business plans, ROI and profitability analysis and for the issuance and monitoring / follow-up activities of Requests for Spend and Investment.
• Work with CS&T leadership and partner across the organization to identify and lead process improvement initiatives. Drive improvements within business processes and procedures.
• Perform other duties and fulfill other responsibilities as required.

Commercial Counsel

Head of Sales, Western US

Account Executive

Sales Development Representative

Program Manager

Business Performance Risk Manager