Contracts Director – Go to Market

DigitalOcean

. Report to the Associate General Counsel .

Posted 10/27/2026full-timeRemote • California • 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

Tailor your resume

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills

NegotiationContract Lifecycle ManagementRisk Management FrameworksProcess AutomationAI-Enabled ProcessesQuote-to-Cash ProcessesCommercial TransactionsPartnership AgreementsVendor AgreementsTechnology Services Agreements

Soft Skills

Excellent Communication SkillsCollaborative Problem-SolvingBusiness JudgmentProactive MindsetAbility to Manage Multiple Projects

Tools & Technologies

Legal Tooling ImprovementsTemplatesPlaybooks

Industry Keywords

Technology SectorCloud ServicesSaaSPaaSIaaSAI ServicesEnterprise AgreementsStrategic Commercial AgreementsGTMFinance

Tech Stack

Tools & technologies

Cloud

About the role

Key responsibilities & impact

Report to the Associate General Counsel
Engage with the DigitalOcean sales team to build processes, policies, and tools for 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 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

Professional development resources
Reimbursement for relevant conferences, training, and education, subject to company policy
Flexible time off
Local team meetups
Mental health and well-being support
Equity compensation, which may include a new hire equity grant
Employee Stock Purchase Program in participating countries
Annual bonus plan for non-sales roles, subject to plan terms and local eligibility
Incentive compensation under the applicable sales compensation plan for eligible sales roles
Equal-opportunity employment