Contracts Director – Go to Market

This is a fully remote position, open to applicants in California.

📋 Description

• Report directly to the Associate General Counsel

• Collaborate with the DigitalOcean sales team to create processes, policies, and tools for an efficient go-to-market strategy

• Work alongside sales leadership and senior stakeholders to structure, negotiate, and finalize complex enterprise and strategic commercial agreements

• Negotiate intricate and innovative commercial arrangements that support AI services, PaaS, SaaS, and IaaS

• Develop and consistently enhance templates, playbooks, AI-driven processes, and risk management frameworks

• Collaborate with Finance, Sales, and Operations on contract lifecycle management and Quote-to-Cash processes

• Propel process automation and improve legal tools across the organization

• Lead or contribute to special projects and high-priority initiatives assigned by the Associate General Counsel and General Counsel

⛳️ Requirements

• Over 10 years of negotiation experience, with substantial expertise in supporting complex commercial transactions in the technology industry

• Proven ability in structuring, negotiating, and executing intricate commercial and partnership agreements

• Strong understanding of cloud services, SaaS, PaaS, IaaS, and emerging AI solutions

• Demonstrated capability to collaborate cross-functionally with GTM, Finance, Operations, and Product teams

• Excellent business judgment, communication, and negotiation abilities

• Ability to translate risk into actionable business solutions

• Proactive, solution-focused mindset with comfort in a fast-paced, dynamic environment

• Experience managing multiple projects with limited oversight and tight deadlines

• Proven track record of using sound business judgment to assess risk and provide actionable guidance

• Exceptional communication and collaborative problem-solving skills

• Nice to have: experience in negotiating technology partnerships, strategic alliances, marketplace, and channel agreements

• Nice to have: experience in negotiating vendor and procurement agreements, including OEM, technology services, contractor, and marketing agreements

• Nice to have: tech-savvy with a keen interest in cutting-edge AI technologies

🏝️ Benefits

• Resources for professional development

• Reimbursement for relevant conferences, training, and education, in accordance with company policy

• Flexible time off policy

• Opportunities for local team meetups

• Support for mental health and well-being

• Equity compensation, which may include a new hire equity grant

• Employee Stock Purchase Program available in participating countries

• Annual bonus plan for non-sales positions, subject to plan terms and local eligibility

• Incentive compensation under the applicable sales compensation plan for eligible sales positions

• Commitment to equal-opportunity employment