Contracts Director - Go to Market

Overview

This Contracts Director role supports the organization’s go-to-market commercial operations by structuring, negotiating, and closing complex enterprise and strategic agreements. The position partners closely with Sales leadership and senior stakeholders, and works with the Associate General Counsel to develop scalable processes, policies, and legal tooling.

Responsibilities

• 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 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.
• Engage with the Sales team to structure, negotiate, and close sophisticated enterprise and strategic commercial agreements.

Requirements

• 10+ years of negotiation experience, with significant experience supporting complex commercial transactions in the technology sector.
• Proven expertise 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 with comfort operating in a fast-paced environment.
• Ability to manage multiple projects with minimal oversight to meet aggressive timelines while delivering high-quality work product.
• Comfort working with feedback and a continuous-improvement mindset.
• Proven ability to calibrate risk and provide actionable guidance to 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 a wide range of vendor and procurement agreements, including OEM, technology services, contractor, marketing.
• Tech-savvy with interest in cutting-edge AI technologies.

Compensation & Benefits

• Compensation range: $140,000 - $175,000
• Remote role
• Eligible employees may also receive equity compensation, which may include a new hire equity grant and, in participating countries, the opportunity to participate in an Employee Stock Purchase Program. Equity awards are subject to approval and the terms of the applicable plan.

Additional bonus/equity plan details (role-dependent):

• Non-sales roles: In addition to base salary, 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.
• Sales roles (sales compensation eligible): In addition to base salary, 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.

Benefits may include flexible time off, local team meetups, and mental health and well-being support (specific benefits and eligibility vary by location).

Location

Remote