Contracts Director - Go to Market
About The Position
DigitalOcean is hiring a Contracts Director to support its go-to-market function and help build scalable processes, policies, and tools. Reporting to the Associate General Counsel, this role works with the sales team and partners closely with sales leadership and other senior stakeholders to structure, negotiate, and close sophisticated enterprise and strategic commercial agreements. The work supports DigitalOcean’s cloud computing and AI offerings, including AI services, PaaS, SaaS, and IaaS. The Contracts Director will help improve templates, playbooks, AI-enabled processes, and risk management frameworks; partner with Finance, Sales, and Operations on contract lifecycle management and Quote-to-Cash; and advance automation and legal tooling. The role 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.
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 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.
- Assist with developing and continuously improving templates, playbooks, AI-enabled processes, and risk management frameworks for scalable 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.
- Structure, negotiate, and close sophisticated enterprise and strategic commercial agreements in partnership with sales leadership and senior stakeholders.
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 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 DigitalOcean’s annual bonus plan; may also be eligible for a new-hire equity grant, subject to plan terms and local eligibility. 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
