Contracts Director – Go to Market
Job Description:
- Report to the Associate General Counsel
- Engage with the DigitalOcean sales team to build a scalable go-to-market function
- Partner with sales leadership and senior stakeholders to structure, negotiate, and close sophisticated enterprise and strategic commercial agreements
- Negotiate complex commercial arrangements supporting AI services, PaaS, SaaS, and IaaS
- Develop and continuously improve templates, playbooks, AI-enabled processes, and risk management frameworks
- Partner with Finance, Sales, and Operations on contract lifecycle management and Quote-to-Cash processes
- Drive process automation and legal tooling improvements across the business
- Lead or participate in special projects and high-priority initiatives assigned by the Associate General Counsel and General Counsel
Requirements:
- 10+ years of negotiation experience, with significant experience supporting complex commercial transactions in the technology sector
- Proven expertise in 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
- 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 and aggressive timelines
- Proven experience using strong business judgment to calibrate risk and provide actionable guidance
- Superlative communication and collaborative problem-solving skills
- Experience negotiating technology partnership, strategic alliance, marketplaces, and channel agreements (nice to have)
- Experience negotiating vendor and procurement agreements, including OEM, technology services, contractor, and marketing agreements (nice to have)
- Tech-savvy with an interest in cutting-edge AI technologies (nice to have)
Benefits:
- Reimbursement for relevant conferences, training, and education, subject to company policy
- Flexible time off
- Local team meetups
- Mental health and well-being support
- Annual bonus plan eligibility
- Potential new hire equity grant
- Potential participation in the Employee Stock Purchase Program in participating countries
- Remote work arrangement