Contracts Director – Go to Market

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

📋 Description

• Report to the Associate General Counsel.

• Collaborate with the DigitalOcean sales team to create processes, policies, and tools that enable a scalable go-to-market function.

• 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.

• Create and continually enhance templates, playbooks, AI-driven processes, and risk management frameworks.

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

• Lead efforts in process automation and improvements in legal tooling across the organization.

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

⛳️ Requirements

• A minimum of 10 years of negotiation experience, particularly in supporting complex commercial transactions within the technology sector.

• Demonstrated expertise in structuring, negotiating, and executing complex commercial and partnership agreements.

• In-depth knowledge of cloud services, including SaaS, PaaS, IaaS, and emerging AI offerings.

• Proven ability to collaborate across functions with GTM, Finance, Operations, and Product teams.

• Exceptional business judgment, communication, and negotiation skills, with the capability to translate risk into actionable business solutions.

• A proactive, solution-oriented mindset with the ability to thrive in a fast-paced, dynamic environment.

• Experience managing multiple projects independently while adhering to tight deadlines and delivering high-quality results.

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

• Outstanding communication and collaborative problem-solving skills, with the ability to foster positive, influential relationships with cross-functional partners and senior leadership.

• Preferred: experience in negotiating technology partnership, strategic alliance, marketplace, and channel agreements.

• Preferred: experience in negotiating vendor and procurement agreements, including OEM, technology services, contractor, and marketing agreements.

• Preferred: tech-savvy with a keen interest in cutting-edge AI technologies.

🏝️ Benefits

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

• Flexible time off.

• Local team meetups.

• Support for mental health and well-being.

• Eligible employees may receive equity compensation, including a new hire equity grant.

• Eligible employees in participating countries may take part in the Employee Stock Purchase Program.

• Eligibility for an annual bonus plan for non-sales roles, subject to plan terms and local requirements.

• Commitment to equal-opportunity employment.