Legal for SaaS: How to scale legal without scaling legal headcount

Foreword

Introduction

Juro CEO and co-founder, Richard Mabey, introduces this eBook by exploring the unique legal challenges of the SaaS environment - particularly when it comes to scaling.

Richard Mabey is the CEO and co-founder of Juro, the intelligent contract automation platform. Under his leadership, Juro has scaled rapidly, backed by $38 million in venture funding from prominent investors including Eight Roads, USV, Point Nine Capital and Seedcamp, and the founders of companies like Indeed, Gumtree and Wise.

Richard trained and qualified at Freshfields Bruckhaus Deringer, working as an M&A associate in London and New York. He gained an MBA from INSEAD, and then spent time at LegalZoom, learning to build legal tech products.

Frustrated by the manual legal processes that slow down businesses, Richard co-founded Juro in 2016, with a mission to help the world agree contracts faster. Beyond Juro, he hosts the "Brief Encounters" podcast, makes angel investments, and supports other ambitious ventures from the boardroom. Richard is a Fellow of the RSA, an adviser to The Entrepreneurs Network and sits as a Non-executive Director of Bright Blue.

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Chapter 1

The dealmaker

The key to working with sales is to partner with them on deals and empower them with knowledge to help them help themselves. But how do you get started?

Colin Levy is the Director of Legal at Malbek where heleads the legal function and serves as a strategic advisor to the CEO. Before joining Malbek, Colin was the Legal Counsel at Lookout. Colin is also a legal technology leader, and the author of "The Legal Tech Ecosystem" a book that explores how to bridge the gap between law and technology. Colin has also contributed to several other high-profile publications, including Bloomberg Law, Law360, and Law.com.

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Chapter 2

The overseer

When implementing a scalable, compliant process, legal must no longer be a blocker - it must become an overseer. But how do you create and manage that oversight?

Gavin Walles is the General Counsel and Company Secretary at Mention Me, an AI-powered referral platform. Gavin has more than 11 years of experience working in the legal functions of in-house tech businesses, having previously held legal roles at Amazon, Virgin Group, Hibu and YouView. Gavin specializes in SaaS, commercial law, and data protection.

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Chapter 3

Case study: self-serve, scalable contracts

We dive in to how the legal team at Masabi solved a common problem for SaaS lawyers: how do you scale contracts without scaling legal?

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Chapter 4

The strategist

Landing as a lawyer in a high-growth tech business, the role you have to adopt is that of a strategist. How do you find balance between planning ahead and making sure key legal processes continue?

Carolyn Jameson is Chief Trust Officer at Trustpilot, where she previously served as the Chief Legal and Policy Officer. Before joining Trustpilot, Carolyn was the Chief Legal Officer at Skyskanner, where she built teams covering corporate development, public affairs, and corporate communications. Carolyn is also a Non-Executive Director and Advisor for several tech companies.

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Chapter 5

The 10x thinker

To plan and implement process for scale, you must think in terms of revolutionary change, rather than evolutionary change. 10x thinking in legal can help.

Francesca Porter is the Group General Counsel at PolyAI, and she previously held the role of General Counsel at Onfido, a fast-growing AI company where she first joined as Legal Counsel. Francesca was also shortlisted for the General Counsel of the year award at the British Legal Awards 2024. She is skilled in commercial law, negotiations, and in the delivery of strategic legal advice.

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Chapter 6

The end user champion

To truly enable the business to scale, it's helpful to focus on your end users - whether customers or colleagues. How can you work backwards from their needs to create a human legal process?

Daniel Urbán is the Senior Director of Legal at Typeform, where he previously held roles as Data Protection Officer and Head of Legal. Daniel also has an academic background, delivering lectures at the Barcelona School of Management on data protection. Before joining Typeform, Daniel was a Principal Lawyer at Cuatrecasas where he delivered legaladvice on civil, public, and private matters.

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Chapter 7

How to digitize SaaS agreements

SaaS companies move quickly. Contracts often don't. Juro's customer success team sets out the practical steps involved in digitizing your contract process to be as innovative as the software you provide.

Claire O'Regan is the VP Customer Experience at Nezasa, and she has previously built customer organizations at several rapidly growing startups, including Juro and Auth0. Claire's work has also been recognized through several awards, including as the winner of the Customer Success Leader of the Year award, and as a Women in Tech Award nominee.

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