Contracts Director - Go to Market

DigitalOcean • Boston, MA

2d • Remote

About The Position

As a Contracts Director at DigitalOcean, reporting to the Associate General Counsel, you will join a small, dynamic team focused on cloud computing and AI. You will work with the sales team and Associate General Counsel to build processes, policies, and tools that create a scalable go-to-market function. You will partner closely with sales leadership and other senior stakeholders to structure, negotiate, and close sophisticated enterprise and strategic commercial agreements.

The role includes negotiating complex commercial arrangements supporting AI services, PaaS, SaaS, and IaaS; improving templates, playbooks, AI-enabled processes, and risk management frameworks; and working with Finance, Sales, and Operations on contract lifecycle management and Quote-to-Cash processes, automation, and legal tooling. You may also lead or participate in special projects and high-priority initiatives assigned by the Associate General Counsel and General Counsel.

This is a remote role. The compensation range is $140,000–$175,000. Eligible employees may participate in an annual bonus plan and may be eligible for a new-hire equity grant, subject to plan terms and local eligibility. The company also describes professional development resources and reimbursement for relevant conferences, training, and education, subject to company policy; benefits may include flexible time off, local team meetups, and mental health and well-being support, with details varying by location.

Requirements

• 10+ years of negotiation experience, including significant experience supporting complex commercial transactions in the technology sector.
• Proven expertise structuring, negotiating, and executing complex commercial and partnership agreements.
• Strong knowledge of cloud services, SaaS, PaaS, IaaS, and emerging AI offerings.
• Demonstrated ability to partner cross-functionally with go-to-market, Finance, Operations, and Product teams.
• Excellent business judgment, communication, and negotiation skills, including the ability to translate risk into practical business solutions.
• Proactive, solution-oriented mindset and comfort working in a fast-paced, dynamic environment.
• Ability to manage multiple projects with minimal oversight, meet aggressive timelines, and deliver high-quality work.
• Low-ego, hands-on approach, desire to learn, appetite for feedback, and growth mindset.
• Proven ability to calibrate risk and provide actionable guidance to business stakeholders.
• Strong communication and collaborative problem-solving skills, with the ability to build positive, influential relationships with cross-functional partners and senior leadership.

Nice To Haves

• Experience negotiating technology partnership, strategic alliance, marketplace, and channel agreements.
• Experience negotiating a wide range of vendor and procurement agreements, including OEM, technology services, contractor, and marketing agreements.
• Tech-savvy with an interest in cutting-edge AI technologies.

Responsibilities

• Negotiate complex and innovative commercial arrangements supporting AI services, PaaS, SaaS, and IaaS.
• Assist with developing and continuously improving templates, playbooks, AI-enabled processes, and risk management frameworks for scalable and efficient commercial operations.
• Partner with Finance, Sales, and Operations on contract lifecycle management (Quote-to-Cash), process automation, and legal tooling improvements.
• Lead or participate in special projects and high-priority initiatives as assigned by the Associate General Counsel and General Counsel.
• Partner with sales leadership and senior stakeholders to structure, negotiate, and close sophisticated enterprise and strategic commercial agreements.
• Build processes, policies, and tools to create a scalable go-to-market function.

Benefits

• Reimbursement for relevant conferences, training, and education, subject to company policy.
• Benefits may include flexible time off, local team meetups, and mental health and well-being support; benefits and eligibility vary by location.
• Eligible employees may participate in DigitalOcean’s annual bonus plan.
• Eligible employees may be eligible for a new-hire equity grant, subject to plan terms and local eligibility.
• In participating countries, employees may have the opportunity to participate in the Employee Stock Purchase Program, subject to plan terms and local eligibility.

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed