Contracts Director – Go to Market

DigitalOcean

. Engage with the DigitalOcean sales team and Associate General Counsel to build scalable go-to-market processes, policies, and tools .

Posted 10/27/2026full-timeRemote • Washington • United StatesLead💰 $140,000 - $175,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

Use this summary to align your resume positioning with the role.

Demonstrates extensive negotiation expertise in complex commercial transactions within the technology sector, particularly in cloud services, SaaS, PaaS, and IaaS. Proven ability to partner cross-functionally and drive process improvements while maintaining strong business judgment and communication skills.

Highest-signal resume keywords

10+ Years Negotiation ExperienceExpertise in Complex Commercial AgreementsStrong Knowledge of Cloud ServicesCross-Functional Partnership SkillsProactive Solution-Oriented Mindset

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

NegotiationContract Lifecycle ManagementRisk Management FrameworksProcess AutomationCommercial TransactionsAI-Enabled ProcessesQuote-to-Cash ProcessesTemplate DevelopmentPlaybook CreationBusiness Judgment

Soft Skills

Excellent Communication SkillsCollaborative Problem-SolvingProactive MindsetAbility to Manage Multiple ProjectsSolution-Oriented Approach

Tools & Technologies

Legal ToolingAI Technologies

Industry Keywords

Technology SectorSaaSPaaSIaaSEnterprise AgreementsStrategic Commercial AgreementsVendor AgreementsProcurement AgreementsTechnology PartnershipsChannel Agreements

Tech Stack

Tools & technologies

Cloud

About the role

Key responsibilities & impact

Engage with the DigitalOcean sales team and Associate General Counsel to build scalable go-to-market processes, policies, and tools
Partner with sales leadership and 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
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

What you’ll need

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
Nice to have: experience negotiating technology partnership, strategic alliance, 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 an interest in cutting-edge AI technologies

Benefits

Comp & perks

Reimbursement for relevant conferences, training, and education, subject to company policy
Flexible time off
Local team meetups
Mental health and well-being support
Eligible employees may receive equity compensation, including a new hire equity grant
Employee Stock Purchase Program in participating countries
Annual bonus plan eligibility for non-sales roles
Potential new hire equity grant, subject to plan terms and local eligibility
Remote work arrangement