Contracts Director - Go to Market

Dive in and do the best work of your career rney alongside a strong community of top talent who are relentless in their drive to build the simplest scalable cloud. If you have a growth mindset, naturally like to think big and bold, and are energized by the fast-paced environment of a true industry disruptor, you’ll find your place here. We value winning together—while learning, having fun, and making a profound difference for the dreamers and builders in the world.

As a Contracts Director, reporting to the Associate General Counsel at Digital Ocean, you will join a small and dynamic team dedicated to revolutionizing cloud computing and AI. Digital Ocean's mission is to simplify cloud computing and AI so that builders and businesses can spend more time creating software that changes the world. In this role, you will engage with the Digital Ocean sales team and will work with the Associate General Counsel to build processes, policies, and tools to create a scalable go-to-market function.

You will partner closely with sales leadership and other senior stakeholders to structure, negotiate, and close sophisticated enterprise and strategic commercial agreements.

• Negotiate complex and innovative commercial arrangements supporting AI services, PaaS, SaaS, and IaaS.
• Assist with the development and continuous improvement of templates, playbooks, AI-enabled processes, and risk management frameworks to support scalable and efficient commercial operations.
• Partner with Finance, Sales, and Operations to support contract lifecycle management (Quote-to-Cash), driving process automation and legal tooling improvements across the business.
• Lead or participate in special projects and high-priority initiatives as assigned by the Associate General Counsel and General Counsel.

• 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, with the ability to translate risk into practical business solutions.
• A proactive, solution-oriented mindset and comfort operating in a fast-paced, dynamic environment.
• Experience managing multiple projects with minimal oversight to meet aggressive timelines while delivering high-quality work product.
• A low-ego, roll-up-your-sleeves attitude to tackle projects large and small, a desire to learn, an appetite for feedback, and a "leave it better than you found it" growth mindset.
• Proven experience in using strong business judgement to calibrate risk and provide actionable guidance for business stakeholders.
• Superlative communication and collaborative problem-solving skills with the ability to build positive, influential relationships with cross-functional partners and senior leadership.

• Experience negotiating technology partnership, strategic alliance, marketplaces, and channel agreements.
• Experience negotiating a wide range of vendor and procurement agreements, including OEM, technology services, contractor, marketing,
• Tech-savvy with an interest in cutting-edge AI technologies.

• $140,000 - $175,000
• This is a remote role

• We innovate with purpose. You’ll be a part of a cutting-edge technology company with a high-growth trajectory, who are proud to simplify cloud and AI so builders can spend more time creating software that changes the world. As part of our team, you’ll…