Contracts Director - Go to Market

DigitalOcean • Austin, TX

3d • $140,000 - $175,000 • Remote

About The Position

The Contracts Director will report to the Associate General Counsel and join a small, dynamic team focused on cloud computing and AI. The role supports DigitalOcean’s sales team and works with the Associate General Counsel to build processes, policies, and tools for a scalable go-to-market function. The position partners closely with sales leadership and other senior stakeholders to structure, negotiate, and close sophisticated enterprise and strategic commercial agreements.

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 GTM, 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.
• 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 and efficient commercial operations.
• Partner with Finance, Sales, and Operations on contract lifecycle management (Quote-to-Cash), including 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.

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, 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; may also be eligible for a new-hire equity grant, subject to plan terms and local eligibility.

What This Job Offers

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