Senior Director, Business Development

DigitalOcean

Senior Director of Business Development driving AI technology partnerships for DigitalOcean's Strategic Partnerships team. Spearheading collaborations within the global AI ecosystem.

Posted 7/17/2026full-timeRemote • California • 🇺🇸 United StatesSenior💰 $203,000 - $254,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in building strategic technology partnerships within the AI and cloud computing sectors, with a strong focus on negotiating complex agreements and aligning partnership initiatives with corporate objectives.

Highest-signal resume keywords

Strategic Technology PartnershipsComplex Agreement NegotiationAI Developer Ecosystem FamiliarityInterpersonal SkillsTechnical Acumen

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Partnership Strategy DevelopmentCommercial Agreement ExecutionBusiness Model AdvocacyPartnership Playbook DefinitionEnd-to-End Evaluation Management

Soft Skills

Influencing C-Suite StakeholdersTransformative Vision ArticulationRobust Communication Skills

Industry Keywords

AICloud ComputingOEM AgreementsRevenue Share ModelsBespoke Commercial Models

Tech Stack

Tools & technologies

CloudGo

About the role

Key responsibilities & impact

Define and execute the partnership strategy for DigitalOcean’s Agentic AI product suite.
Identify emerging AI partnership opportunities and define partnership playbooks to address them.
Partner with Product and Engineering leadership to secure alliances with premier AI technology providers.
Orchestrate the end-to-end evaluation of potential partners, managing all engagement facets across internal stakeholders and external executives.
Develop and advocate for optimal business models, aligned with DigitalOcean’s long-term strategic vision.
Drive the execution of commercial agreements by leading negotiations in concert with Finance and Legal teams.
Orchestrate seamless transitions to Product and Go-To-Market organizations.

Requirements

What you’ll need

Proven expertise in building strategic technology partnerships within the AI and cloud computing sectors.
Demonstrated success negotiating complex agreements, including OEM, revenue share, and bespoke commercial models.
Exceptional interpersonal skills with a proven ability to influence C-suite stakeholders and articulate a transformative vision.
Robust technical acumen with the ability to navigate and communicate sophisticated technological frameworks.
Deep familiarity with the AI developer ecosystem including agent frameworks.
Strategic mindset capable of syncing partnership initiatives with high-level corporate objectives.

Benefits

Comp & perks

Competitive salary
Employee Assistance Program
Local Employee Meetups
Flexible time off policy
Reimbursement for relevant conferences, training, and education
Access to LinkedIn Learning's 10,000+ courses