Contracts Director - Go to Market
About The Position
As a Contracts Director at DigitalOcean, you will report to the Associate General Counsel and join a small, dynamic team focused on cloud computing and AI. You will work with the sales team and the 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 senior stakeholders to structure, negotiate, and close sophisticated enterprise and strategic commercial agreements. The role includes negotiating commercial arrangements supporting AI services, PaaS, SaaS, and IaaS; improving templates, playbooks, AI-enabled processes, and risk management frameworks; and partnering with Finance, Sales, and Operations on contract lifecycle management (Quote-to-Cash), process 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.
Requirements
- 10+ years of negotiation experience, with significant experience supporting complex commercial transactions in the technology sector.
- Proven expertise in 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 GTM, Finance, Operations, and Product teams.
- Excellent business judgment, communication, and negotiation skills, with the ability to translate risk into practical business solutions.
- A proactive, solution-oriented mindset and comfort operating in a fast-paced, dynamic environment.
- Experience managing multiple projects with minimal oversight to meet aggressive timelines while delivering high-quality work product.
- A low-ego, roll-up-your-sleeves attitude, desire to learn, appetite for feedback, and growth mindset.
- Proven experience using strong business judgment to calibrate risk and provide actionable guidance for business stakeholders.
- Superlative 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 the development and continuous improvement of templates, playbooks, AI-enabled processes, and risk management frameworks to support scalable and efficient commercial operations.
- Partner with Finance, Sales, and Operations to support contract lifecycle management (Quote-to-Cash), driving process automation and legal tooling improvements across the business.
- 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.
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; specific benefits and eligibility vary by location.
- Eligible employees may receive equity compensation, which may include a new hire equity grant and, in participating countries, the opportunity to participate in the Employee Stock Purchase Program.
- Eligible for participation in DigitalOcean’s annual bonus plan; bonus amounts depend on company and individual performance.
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What This Job Offers
Job Type
Full-time
Career Level
Director
Education Level
No Education Listed
