Contracts Director - Go to Market

DigitalOcean • San Francisco, CA

2d • Remote

About The Position

DigitalOcean is seeking a Contracts Director to join a small, dynamic team focused on cloud computing and AI. Reporting to the Associate General Counsel, this role engages with the sales team and partners with the Associate General Counsel to develop the processes, policies, and tools needed for a scalable go-to-market function. The Contracts Director works closely with sales leadership and senior stakeholders to structure, negotiate, and close sophisticated enterprise and strategic commercial agreements.

The role supports commercial arrangements for AI services, PaaS, SaaS, and IaaS; improves templates, playbooks, AI-enabled processes, and risk management frameworks; and partners with Finance, Sales, and Operations on contract lifecycle management, Quote-to-Cash, process automation, and legal tooling. The position may also lead or participate in special projects and high-priority initiatives.

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 attitude, willingness to tackle projects of varying sizes, openness to learning and feedback, and a 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 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.
• Develop and continuously improve templates, playbooks, AI-enabled processes, and risk management frameworks for scalable, efficient commercial operations.
• Partner with Finance, Sales, and Operations on contract lifecycle management and Quote-to-Cash, driving process automation and legal tooling improvements.
• Lead or participate in special projects and high-priority initiatives 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.
• Eligible employees may receive equity compensation, potentially including a new-hire equity grant and, in participating countries, the opportunity to participate in the Employee Stock Purchase Program.
• Eligible for participation in the annual bonus plan; bonus amounts depend on company and individual performance.

What This Job Offers

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