Principal Commercial Lead, Workspace Developer Platform (Fixed-Term Contract)

This fixed-term role sits at the intersection of Product Engineering, Go-To-Market teams, and third-party developer networks within Google's Workspace Ecosystem. The successful candidate will own the commercial frameworks that govern how third-party developers access and build on Workspace services, including quota structures, billing models, and integration agreements across Marketplace, REST APIs, add-ons, and emerging interfaces such as MCP and connectors.

The position requires someone who can translate complex platform capabilities into clear value propositions for enterprise partners and C-level stakeholders, while coordinating across Legal, Sales, Product Management, and Customer Success to bring unified programmes to market. Google Cloud supports customers across more than 200 countries and territories, giving this role significant global reach and commercial impact.

• Structure and negotiate complex, high-value commercial and integration agreements with global ISVs and developer platform partners.
• Collaborate with Enterprise Sales, Product Management, and Customer Success to develop and launch unified solution packages.
• Define and maintain billing models, quota frameworks, and commercial terms for the Workspace Developer Platform.
• Translate technical platform capabilities into clear value propositions for third-party developers and executive stakeholders.
• Manage platform marketplace guidelines, developer terms of service, and risk compliance in coordination with Legal teams.
• Articulate business cases, pricing structures, and trade-off analyses to facilitate effective agreement closure.

• Bachelor's degree or equivalent practical experience.
• At least 10 years of experience in enterprise software commercial leadership, business development, or cloud developer ecosystem management.
• Demonstrated experience managing complex, multi-party commercial agreements or strategic partnerships.
• Hands-on experience with API-driven platforms, cloud integrations, SaaS architectures, and modern developer tooling.
• Proven ability to engage and influence C-level executives and cross-functional leadership teams.
• Strong communication and presentation skills, with a track record of independently structuring and closing commercial deals with global partners.

Google is a global technology company offering products and services spanning search, cloud computing, productivity tools, and developer platforms. Its Google Cloud division delivers enterprise-grade infrastructure and collaboration solutions to customers in more than 200 countries and territories, supporting digital transformation across industries.