Dive in and do the best work of your career at DigitalOcean. Journey alongside a strong community of top talent who are relentless in their drive to build the simplest scalable cloud. If you have a growth mindset, naturally like to think big and bold, and are energized by the fast-paced environment of a true industry disruptor, you’ll find your place here. We value winning together—while learning, having fun, and making a profound difference for the dreamers and builders in the world.
We are seeking a Deal Strategy Program Manager to help us scale how we support our sales organization. This role is a critical partner to sales and collaborates closely with Finance, Legal, and Revenue Operations, helping move deals forward with speed, sound judgment, and operational rigor. Beyond executing day-to-day deal support, this role independently owns complex deals end-to-end, shapes the processes and systems the broader team relies on, and is a go-to resource for less-experienced teammates.
You'll play a central role in structuring deals, improving process quality, and helping our sales team close business efficiently and responsibly. We're looking for someone who operates with real autonomy, exercises sound judgment in ambiguous situations, and is energized by solving problems in a fast-paced environment. This is a strong next step for someone who has built foundational deal desk or revenue operations experience and is ready to own outcomes independently, influence process and policy, and begin mentoring others.
What You'll DoOwn Deal Execution
- Serve as a senior, trusted advisor to Sales leadership and cross-functional stakeholders on structuring and executing complex, non-standard, and high-value deals
- Independently evaluate and resolve non-standard deal requests, driving cross-functional solutions across Sales, Finance, and Legal with minimal oversight
- Own deals end-to-end through quoting, approval, contracting, and quote-to-cash — troubleshooting issues with Finance and Legal with urgency, accuracy, and attention to policy and business context
- Ensure all transactions adhere to internal revenue recognition policies, escalating and resolving edge cases as needed
- Present deal strategy recommendations and insights to senior stakeholders in a clear, concise, data-driven manner
Elevate Operational Quality
- Ensure deal data is complete and accurate in CRM, with a focus on data hygiene and process compliance
- Reinforce and help enforce pricing and discounting governance, exercising judgment in gray areas rather than simply applying rules
- Define requirements for system enhancements (e.g., CRM, CPQ) in partnership with systems and RevOps teams
Drive Process Improvement & Scale
- Proactively identify friction in current processes and lead improvements — including automation and AI (e.g., AI-assisted contract review, quote generation, deal analytics) — to increase speed, consistency, and scale, and reduce manual effort
- Own the optimization of policies, playbooks, and standard operating procedures for deal support, and lead their rollout and adoption across the global team
- Act as a go-to resource for other analysts on sales operations planning, process, and execution
Support & Mentor
- Informally mentor newer Revenue Operations Support Analysts on deal structuring, systems, and policy
- Contribute to internal knowledge-sharing — documentation, training sessions, and onboarding materials — recommending process changes and leading training so improvements scale beyond a single deal
- Business Degree
- 5-7+ years of experience (Deal Desk, Finance, Pricing or Sales Operations experience required), software industry experience preferred.
- Demonstrated experience independently owning complex deals or projects, not just executing defined tasks
- Experience supporting SaaS, cloud, or technology sales organizations
- Strong fluency in systems like Salesforce, CPQ tools, and reporting platforms, with an eye toward data integrity for downstream reporting and forecasting
- Sound judgment for navigating ambiguous or non-standard deal situations, knowing when to escalate versus resolve independently
- A track record of recommending and helping implement process or policy improvements
- Contract management and negotiation experience strongly preferred
- Strong analytical and problem-solving skills with first-principles thinking
- Self-starter mentality with a proactive eagerness to learn, mentor others, and level up the revenue operations team
- Ability to manage multiple priorities and competing stakeholder needs in a fast-paced environment
- Experience using or implementing AI or automation tools (e.g., generative AI, workflow automation, CPQ automation) to improve deal desk efficiency and accuracy a plus
- $90,000 - $120,000
- Non-sales roles: In addition to base salary, this role is eligible to participate in DigitalOcean’s 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, this role 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.
*This is a remote role
JR: 2026-8286
#LI-Remote
- We innovate with purpose. You’ll be a part of a cutting-edge technology company with a high-growth trajectory, who are proud to simplify cloud and AI so builders can spend more time creating software that changes the world. As part of our team, you’ll embody our "Shark" mindset: bold, ambitious, and scrappy. You'll lead with a bias for action and take true ownership of our products, customer success, and team culture.
- We prioritize career development. At DigitalOcean, you’ll do the best work of your career. You will join a community of exceptional talent, collaborating closely with some of the brightest and most interesting people in the industry. We are a high-performance and fast-paced organization that will always challenge you to think big. Our talent development team prioritizes your professional development and provides resources to support your growth. We provide employees with reimbursement for relevant conferences, training, and education, subject to company policy.
- We care about your well-being. We take a comprehensive approach to our total rewards packages because we know different things drive different people. Our benefits are designed to support you and may include flexible time off, local team meetups, and mental health and well being support. Our benefits philosophy is consistent globally, but specific benefits and eligibility vary by location to reflect local needs and regulations.
- We reward our employees. The salary range for this position is based on market data, relevant years of experience, and skills. Eligible employees may also receive equity compensation, which may include a new hire equity grant and, in participating countries, the opportunity to participate in our Employee Stock Purchase Program. Equity awards are subject to approval and the terms of the applicable plan.
- Non-sales roles: In addition to base salary, this role is eligible to participate in DigitalOcean’s 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, this role 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.
- DigitalOcean is an equal-opportunity employer. We do not discriminate on the basis of race, sex, disability, protected veteran status, or any other characteristic protected by applicable law.
Application Limit: You may apply to a maximum of 3 positions within any 180-day period. This policy promotes better role-candidate matching and encourages thoughtful applications where your qualifications align most strongly.
Skills Required
- Business degree
- 5-7+ years of experience in Deal Desk, Finance, Pricing, or Sales Operations
- Experience independently owning complex deals or projects
- Experience supporting SaaS, cloud, or technology sales organizations
- Fluency in Salesforce, CPQ tools, and reporting platforms
- Strong judgment in ambiguous or non-standard deal situations
- Experience recommending and implementing process or policy improvements
- Strong analytical and problem-solving skills
- Ability to manage multiple priorities and competing stakeholder needs
- Software industry experience
- Contract management and negotiation experience
- Experience using or implementing AI or automation tools
DigitalOcean Compensation & Benefits Highlights
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Healthcare Strength — Health coverage is described as comprehensive across medical, dental, vision, and mental health, with strong emphasis on wellness resources. This area is repeatedly highlighted as a standout element of the package.
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Leave & Time Off Breadth — Flexible paid time off and company-wide recharge days are emphasized as core parts of work-life support. Parental leave is portrayed as above average with return-to-work support, reinforcing a broad time-away offering.
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Equity Value & Accessibility — Ownership opportunities appear accessible through new-hire and performance RSUs plus an employee stock purchase plan. This combination adds longer-term value alongside cash compensation.
DigitalOcean Insights
What We Do
DigitalOcean is the Inference Cloud — a full-stack, production-ready cloud platform built to run AI applications with predictable performance, sustainable economics, and radically simpler operations at scale. We are built for teams turning AI into real products — not just training models. Our advantage is not fewer features, but fewer failure modes when operating AI at scale — combining minimal operational overhead, predictable cost efficiency, and a full-stack cloud that works as a system. Hyperscalers are broad by design. Neoclouds are infrastructure-first. DigitalOcean is inference-first — with a real cloud underneath. It combines inference-optimized compute, managed inference software, and integrated cloud capabilities that reduce operational burden for teams running real workloads. Inference is the foundation—not the boundary. Everything else builds on top of it.
Why Work With Us
At DO, we do career-defining work. We innovate with AI and build cutting-edge tech. Our rewards to match that intensity - to motivate you, recognize your impact, and give you what you need to thrive. If you have a growth mindset, like to think big and bold, and are energized by the fast-paced environment, you'll find your place here.
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DigitalOcean Offices
Hybrid Workspace
Employees engage in a combination of remote and on-site work.
We commit to both remote work and in-person collaboration. These ways of working are dependent on specific roles and are mutually agreed upon by employees. In the US, we are mainly remote. In our APAC locations, we have a hybrid in-office approach.
