Contracts Director – Go to Market

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

📋 Description

• Collaborate with the DigitalOcean sales team and Associate General Counsel to establish scalable go-to-market processes, policies, and tools.

• 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 continuously 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 enhancements in legal tools throughout the organization.

• Lead or engage in special projects and high-priority initiatives as directed by the Associate General Counsel and General Counsel.

⛳️ Requirements

• Over 10 years of negotiation experience, with substantial exposure to complex commercial transactions in the technology sector.

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

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

• Proven ability to partner effectively across GTM, Finance, Operations, and Product teams.

• Exceptional business judgment, communication, and negotiation capabilities.

• Capacity to convert risk into practical business solutions.

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

• Experience managing multiple projects with minimal supervision and tight deadlines.

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

• Excellent communication and collaborative problem-solving skills.

• Nice to have: experience in negotiating technology partnership, strategic alliances, marketplace, 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 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.

• Employee Stock Purchase Program available in participating countries.

• Eligibility for annual bonus plans for non-sales roles.

• Potential for a new hire equity grant, subject to plan terms and local eligibility.

• Remote work arrangement.