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
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