Contracts Director - Go to Market

Overview

This role supports the contracting function for complex commercial agreements involving cloud and AI services. Reporting to the Associate General Counsel, the Contracts Director will partner with Sales and other senior stakeholders to structure, negotiate, and close enterprise and strategic agreements. The position also involves building scalable processes, policies, and tools to support go-to-market contracting.

Responsibilities

• Negotiate complex and innovative commercial arrangements supporting AI services, PaaS, SaaS, and IaaS.
• Assist with 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), including process automation and legal tooling improvements.
• Lead or participate in special projects and high-priority initiatives as assigned by the Associate General Counsel and General Counsel.

Requirements

• 10+ years of negotiation experience, including complex commercial transactions in the technology sector.
• Proven experience 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, including the ability to translate risk into practical business solutions.
• Proactive, solution-oriented mindset and comfort working in a fast-paced, dynamic environment.
• Experience managing multiple projects with minimal oversight while meeting aggressive timelines and delivering high-quality work.
• Low-ego, hands-on approach, with a strong desire to learn, take feedback, and improve.
• Proven ability to calibrate risk and provide actionable guidance for business stakeholders.
• Strong collaborative problem-solving skills and ability to build positive, influential relationships with cross-functional partners and senior leadership.

Preferred Qualifications

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

Compensation & Benefits

• Compensation range: $140,000 - $175,000
• This role may include equity compensation (subject to approval and plan terms).
• Non-sales roles: In addition to base salary, this role is eligible to participate in the 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.
• Benefits may include flexible time off, local team meetups, and mental health and well-being support (eligibility and specifics vary by location).

Location

• Remote

Additional Information

• JR: 2026-8350
• Application Limit: You may apply to a maximum of 3 positions within any 180-day period.