Contracts Director - Go to Market

Accountabilities:: In this role, you will lead complex commercial negotiations while helping develop the frameworks, processes, and tools needed to support an efficient and scalable go-to-market organization. Structure, negotiate, and close sophisticated commercial agreements supporting AI services, Platform-as-a-Service (PaaS), Software-as-a-Service (SaaS), and Infrastructure-as-a-Service (IaaS). Partner with Sales leadership and senior stakeholders to support enterprise transactions and strategic commercial arrangements. Develop and continuously improve contract templates, negotiation playbooks, AI-enabled processes, and risk management frameworks. Collaborate with Finance, Sales, and Operations on contract lifecycle management, including Quote-to-Cash processes. Drive process automation and improvements to legal technology and contracting tools. Translate legal and commercial risks into actionable recommendations that support business objectives. Lead or contribute to special projects and high-priority initiatives assigned by senior legal leadership. Manage multiple projects and negotiations simultaneously while maintaining high-quality work and meeting demanding deadlines. Requirements: The ideal candidate brings substantial experience negotiating complex technology agreements, strong business judgment, and the ability to work effectively with cross-functional teams and senior decision-makers. At least 10 years of negotiation experience, including significant responsibility for complex commercial transactions in the technology sector. Proven expertise in structuring, negotiating, and executing sophisticated commercial and partnership agreements. Strong understanding of cloud services, SaaS, PaaS, IaaS, and emerging AI offerings. Demonstrated ability to collaborate with go-to-market, Finance, Operations, and Product teams. Excellent negotiation, communication, and problem-solving skills, with the ability to build trusted relationships across functions and senior leadership. Strong commercial judgment and the ability to assess risk, balance competing priorities, and provide practical business guidance. A proactive, solutions-oriented approach and the ability to operate effectively in a fast-paced, evolving environment. Experience managing multiple projects independently, prioritizing competing demands, and delivering high-quality work within aggressive timelines. A hands-on, low-ego mindset, openness to feedback, and a commitment to continuous learning and process improvement. Nice to have: Experience negotiating technology partnerships, strategic alliances, marketplace agreements, and channel partnerships. Experience handling a broad range of vendor and procurement agreements, including OEM, technology services, contractor, and marketing agreements. Strong technical curiosity and an interest in emerging AI technologies. Benefits: Salary: Annual base salary range of $140,000–$175,000. Remote work: Remote position within the United States. Annual bonus: Eligibility to participate in an annual bonus plan, with amounts depending on company and individual performance. Equity opportunities: Potential eligibility for a new-hire equity grant and, in participating countries, an Employee Stock Purchase Program, subject to applicable plan terms and eligibility. Flexible time off: Available as part of the benefits offering, subject to applicable policies and eligibility. Well-being support: Access to mental health and well-being resources. Professional development: Potential reimbursement for relevant conferences, training, and education, subject to company policy. Team connection: Opportunities to participate in local team meetups and collaborate with experienced professionals in a high-performance environment. Equal opportunity: A commitment to fair employment practices and a workplace that does not discriminate on the basis of protected characteristics.