Contracts Director - Go to Market

Dive in and do the best work of your career at DigitalOcean. Journey 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 DigitalOcean, you will join a small and dynamic team dedicated to revolutionizing cloud computing and AI. DigitalOcean'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 DigitalOcean 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.

What You’ll Do:

• 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.

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, 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. 

Nice to Have:

• 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.

Compensation Range: 

• $140,000 - $175,000

*This is a remote role

JR: 2026-8350

#LI-Remote

Why You’ll Like Working for DigitalOcean

• 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 embody our "Shark" mindset: bold, ambitious, and scrappy. You'll lead with a bias for action and take true ownership of our products, customer success, and team culture.
• We prioritize career development. At DigitalOcean, you’ll do the best work of your career. You will join a community of exceptional talent, collaborating closely with some of the brightest and most interesting people in the industry. We are a high-performance and fast-paced organization that will always challenge you to think big. Our talent development team prioritizes your professional development and provides resources to support your growth. We provide employees with reimbursement for relevant conferences, training, and education, subject to company policy. 
• We care about your well-being. We take a comprehensive approach to our total rewards packages because we know different things drive different people. Our benefits are designed to support you and may include flexible time off, local team meetups, and mental health and well being support. Our benefits philosophy is consistent globally, but specific benefits and eligibility vary by location to reflect local needs and regulations.
• We reward our employees. The salary range for this position is based on market data, relevant years of experience, and skills. Eligible employees may also receive equity compensation, which may include a new hire equity grant and, in participating countries, the opportunity to participate in our Employee Stock Purchase Program. Equity awards are subject to approval and the terms of the applicable plan.
• Non-sales roles: In addition to base salary, this role is eligible to participate in DigitalOcean’s annual bonus plan and may be eligible for a new hire equity grant, subject to plan terms and local eligibility. Bonus amounts depend on company and individual performance.
• Sales roles (sales compensation eligible): In addition to base salary, this role may be eligible to earn incentive compensation under the applicable sales compensation plan and may be eligible for a new hire equity grant, subject to plan terms and local eligibility.
• DigitalOcean is an equal-opportunity employer. We do not discriminate on the basis of race, sex, disability, protected veteran status, or any other characteristic protected by applicable law.

Application Limit: You may apply to a maximum of 3 positions within any 180-day period. This policy promotes better role-candidate matching and encourages thoughtful applications where your qualifications align most strongly.