Contracts Director - Go to Market

DigitalOcean • Seattle, WA

3d • $140,000 - $175,000 • Remote

About The Position

DigitalOcean is hiring a Contracts Director to join a small, dynamic team focused on cloud computing and AI. Reporting to the Associate General Counsel, this role works with the sales team and senior stakeholders to build the processes, policies, and tools needed for a scalable go-to-market function. The Director structures, negotiates, and closes sophisticated enterprise and strategic commercial agreements, including arrangements involving AI services, PaaS, SaaS, and IaaS.

The role also supports contract lifecycle management and continuous improvements to templates, playbooks, AI-enabled processes, risk frameworks, automation, and legal tooling. It partners with Finance, Sales, Operations, Product, and other cross-functional stakeholders, and may lead or participate in special projects and high-priority initiatives.

This is a remote role. The compensation range is $140,000–$175,000. Eligible employees may participate in the annual bonus plan and may be eligible for a new-hire equity grant, subject to plan terms and local eligibility. The position may also include reimbursement for relevant conferences, training, and education, as well as benefits that may include flexible time off, local team meetups, and mental-health and well-being support; benefits and eligibility vary 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.
• Experience managing multiple projects with minimal oversight, meeting aggressive timelines, and delivering high-quality work.
• Low-ego, hands-on attitude, desire to learn, appetite for feedback, and a growth mindset.
• 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.
• Technology 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 continually 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), 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.
• Work with the sales team, 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; offerings and eligibility vary by location.
• Eligible employees may participate in the annual bonus plan, subject to plan terms and local eligibility.
• Eligible employees may receive a new-hire equity grant, subject to plan terms and local eligibility.
• In participating countries, eligible employees may have the opportunity to participate in the Employee Stock Purchase Program.

What This Job Offers

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