Contracts Director - Go to Market

Overview

This role supports the organization’s go-to-market efforts by leading contract negotiation and commercial contracting for enterprise and strategic agreements. Reporting to the Associate General Counsel, you will work closely with Sales leadership, Finance, Operations, and other senior stakeholders to structure, negotiate, and close complex agreements—while also helping build scalable processes, policies, and tools.

Responsibilities

• Negotiate complex commercial arrangements supporting AI services, PaaS, SaaS, and IaaS.
• Assist in developing and continuously improving templates, playbooks, AI-enabled processes, and risk management frameworks to support scalable, efficient commercial operations.
• Partner with Finance, Sales, and Operations to support contract lifecycle management (Quote-to-Cash), driving 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 build processes, policies, and tools that support a scalable go-to-market function.

Requirements

• 10+ years of negotiation experience, including 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.
• 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.
• Low-ego, roll-up-your-sleeves approach; desire to learn, take feedback, and continuously improve.
• Proven experience using business judgment to calibrate risk and provide actionable guidance to business stakeholders.
• Superlative communication and collaborative problem-solving skills; 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 an interest in cutting-edge AI technologies.

Compensation & Benefits

• Compensation range: $140,000 - $175,000
• This is a remote role.
• Eligible employees may receive equity compensation (including a new hire equity grant, subject to plan terms and local eligibility).
• Eligible employees may also participate in additional compensation and bonus plans, subject to applicable plan terms and local eligibility:
  • Non-sales roles: Eligible to participate in the annual bonus plan; may be eligible for a new hire equity grant.
  • Sales roles (sales compensation eligible): May be eligible to earn incentive compensation under the applicable sales compensation plan; may be eligible for a new hire equity grant.

Location

Remote