Deal Strategy Program Manager

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 Do

Own 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

What You'll Add to DigitalOcean

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

Compensation Range:

$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

Why You’ll Like Working for DigitalOcean

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 o