Contracts Director – Go to Market

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

📋 Description

• Report to the Associate General Counsel.

• Collaborate with the DigitalOcean sales team to establish scalable processes, policies, and tools for a successful go-to-market strategy.

• Partner with sales leadership and senior executives 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 offerings.

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

• Work alongside Finance, Sales, and Operations on contract lifecycle management and Quote-to-Cash processes.

• Propel process automation and improvements in legal tools throughout the organization.

• Lead or engage in special projects and urgent initiatives as assigned by the Associate General Counsel and General Counsel.

⛳️ Requirements

• Over 10 years of negotiation experience, with extensive involvement in complex commercial transactions within the technology sector.

• Demonstrated proficiency in structuring, negotiating, and executing intricate commercial and partnership agreements.

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

• Proven ability to collaborate cross-functionally with GTM, Finance, Operations, and Product teams.

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

• Proactive, solution-focused mentality and comfort in a fast-paced, dynamic environment.

• Experience managing multiple projects with minimal supervision while meeting tight deadlines and delivering high-quality work.

• Low-ego, hands-on attitude; eagerness to learn; openness to feedback; growth-oriented mindset.

• Proven ability to use sound business judgment to assess risk and provide actionable guidance.

• Outstanding communication and collaborative problem-solving abilities, with the capacity to build positive, influential relationships with cross-functional partners and senior leadership.

• Experience in negotiating technology partnership, strategic alliance, marketplace, and channel agreements is a plus.

• Experience negotiating vendor and procurement agreements is a plus.

• Tech-savvy with an interest in groundbreaking AI technologies is a plus.

🏝️ 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.

• Opportunity to join the Employee Stock Purchase Program in participating countries.

• Annual bonus plan eligibility for non-sales positions.

• Remote work arrangement.