10+ years of negotiation experience in technology sector
Expertise in structuring and executing complex commercial agreements
Strong knowledge of cloud services, SaaS, PaaS, IaaS, and AI
Ability to collaborate with cross-functional teams
Excellent communication and negotiation skills
Proactive and solution-oriented mindset
Experience managing multiple projects with minimal oversight
Strong business judgment to assess risk and provide guidance
Responsibilities
Negotiate complex commercial arrangements for AI services and cloud offerings
Develop and improve templates, playbooks, and risk management frameworks
Collaborate with Finance, Sales, and Operations on contract lifecycle management
Drive process automation and legal tooling improvements
Lead special projects and high-priority initiatives as assigned
Benefits
Remote work flexibility
Opportunity to work in a dynamic and innovative environment
Engagement with cutting-edge AI technologies
Collaboration with senior leadership and cross-functional teams
Focus on continuous improvement and scalable processes
Full Job Description
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.
