Contracts Director - Go to Market

DigitalOcean • Seattle, WA

13d • Remote

About The Position

DigitalOcean is seeking a Contracts Director to join a small, dynamic team supporting its cloud computing and AI business. Reporting to the Associate General Counsel, this role will work with the sales team and legal leadership to build the processes, policies, and tools needed for a scalable go-to-market function. The director will partner with sales leadership and senior stakeholders to structure, negotiate, and close sophisticated enterprise and strategic commercial agreements.

The role supports commercial arrangements involving AI services, PaaS, SaaS, and IaaS. It also contributes to templates, playbooks, AI-enabled processes, risk frameworks, contract lifecycle management, process automation, and legal tooling improvements. This is a remote role.

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 operating in a fast-paced, dynamic environment.
• Experience managing multiple projects with minimal oversight, meeting aggressive timelines, and delivering high-quality work.
• Low-ego, hands-on approach, willingness to tackle projects large and small, desire to learn, openness to 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 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 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 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 non-sales employees may participate in the annual bonus plan.

What This Job Offers

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