Senior Director, Business Development

DigitalOcean•Seattle, WA

4d•$203,000 - $254,000•Remote

About The Position

DigitalOcean is architecting the AI-Native Cloud for the next generation of AI innovators, and we are seeking a driven Senior Director of Business Development to join our Strategic Partnerships team. In this high-impact business development role, you will spearhead our alignment with leaders in the AI ecosystem, forging critical product and distribution partnerships. We are looking for a market expert with deep insight into how software is built, deployed, operated and scaled using agentic AI infrastructure. As the primary driver for new AI technology partnerships, you will bridge cutting-edge AI technology with DigitalOcean’s platform. Reporting to the VP of Strategic Partnerships, you will identify new business opportunities, navigate complex negotiations to catalyze business growth, driving our trajectory as a leader in the global AI-Native Cloud market.

Requirements

Proven expertise in building strategic technology partnerships within the AI and cloud computing sectors.
Demonstrated success negotiating complex agreements, including OEM, revenue share, and bespoke commercial models.
Exceptional interpersonal skills with a proven ability to influence C-suite stakeholders and articulate a transformative vision.
Robust technical acumen with the ability to navigate and communicate sophisticated technological frameworks.
Deep familiarity with the AI developer ecosystem including agent frameworks.
Strategic mindset capable of syncing partnership initiatives with high-level corporate objectives.

Responsibilities

Define and execute the partnership strategy for DigitalOcean’s Agentic AI product suite including Open Harness Server, Code Execution Sandbox, Action Gateway, and related services that make it simple for developers to run, scale, secure, resume, and operate agents in the cloud.
Identify emerging AI partnership opportunities and define partnership playbooks to address them.
Partner with Product and Engineering leadership to secure alliances with premier AI technology providers, directly enhancing DigitalOcean’s AI-Native Cloud capabilities.
Orchestrate the end-to-end evaluation of potential partners, managing all engagement facets across internal stakeholders and external executives.
Develop and advocate for optimal business models, including marketplace, OEM, referral, or M&A, aligned with DigitalOcean’s long-term strategic vision.
Drive the execution of commercial agreements by leading negotiations in concert with Finance and Legal teams.
Orchestrate seamless transitions to Product and Go-To-Market organizations, ensuring the long-term expansion of new strategic partnerships.