Enterprise Account Executive

Disco powers a next-generation commerce media network that connects over 1,000 eCommerce advertisers to consumers on some of the world’s most recognizable retail platforms, including Mindbody, Gopuff, Fabletics, and Knitwell Group (Chico’s, Talbots, Lane Bryant). When a consumer books a yoga class or buys a new pair of jeans, Disco’s recommendation engine surfaces relevant, brand-safe offers from other consumer brands, turning everyday transactions into meaningful moments of discovery.Since launching in 2021, we’ve raised $26M from leading investors including Felicis Ventures, Bessemer Venture Partners, Shopify, Sugar Capital, RiverPark Ventures, and Indicator Ventures. Today, Disco’s network spans 1,000+ advertisers and publishers, driving over $1B in GMV across 150M+ permissioned U.S. shopper profiles.The Role This is not a junior role. You will manage a large book of business across a national territory, with direct attention from leadership. You will be responsible for both selling net new revenue and retaining and growing existing accounts.You must have an adtech background. Ideally, you have direct experience selling commerce media, retail media, post‑purchase advertising, or a closely adjacent adtech category. You need to understand who the right buyers are for Disco’s post‑purchase and commerce ad units, and you need to know how to build pipeline specifically against those buyer personas.Your focus will be on client direct sales, but you will also sell to agencies and performance agencies, not just the Big6. You need to be comfortable navigating diverse buyer types across brands, holding companies, independent agencies, and performance‑focused buying teams. Your target accounts should be capable of spending $1M–$5M annually.You will compete for budget against companies like Fluent, ROKT, Uptick, and Thanks. You need to understand the competitive landscape, know how to position Disco’s differentiation, and win head‑to‑head competitive situations.You will not start without a pipeline, but you must know how to build one — specifically against buyers who will perform in our post‑purchase and commerce ad units. You are a self‑starter who takes ownership and drives results without constant direction.This role comes with direct leadership attention and the opportunity to be a foundational part of Disco’s advertising revenue organization.What You Will Drive Net New Revenue & Targeted Pipeline BuildingIdentify, prospect, and close new advertising accounts across a national territoryBuild targeted pipeline against the right buyer personas for Disco’s post‑purchase and commerce ad units — not generic outbound, but strategic pipeline built against buyers who will perform in our unitsIdentify the right decision‑makers at brands (e.g., performance marketing, shopper marketing, growth teams), agencies (e.g., activation leads, commerce specialists), and performance agencies (e.g., CPA buyers, affiliate teams)Open long‑lasting revenue accounts capable of spending $1M–$5M annuallySell to clients directly, agencies, and performance agenciesUse tools like HubSpot, Gong, Outreach, Claude, Surfe/Apollo, and similar to drive pipeline efficiencyBook of Business ManagementRetain and grow an existing book of businessDevelop account expansion strategies that increase share of wallet with existing clientsServe as the primary point of contact for your accounts, ensuring advertiser satisfaction and performanceUse performance data and outcome metrics to justify continued investment and upsellCompetitive SellingPosition Disco’s post‑purchase and commerce ad units against competitors like Fluent, ROKT, Uptick, Thanks, and othersDevelop clear, differentiated messaging for head‑to‑head competitive situationsWin competitive deals through superior positioning, relationship depth, and outcome‑based sellingTrack competitive dynamics and share intelligence with the team and leadershipSales Process & ToolsUse sales tools like HubSpot, Gong, Outreach, Claude, Surfe/Apollo, and similar to drive efficiencyMaintain accurate pipeline forecasting and CRM hygieneLeverage AI tools to remove low‑value tasks and focus time on high‑impact selling activitiesUse AI and data tools to identify and research the right buyer personas fasterCross‑Functional CollaborationPartner with customer success, product, and leadership to deliver advertiser outcomesProvide market, competitive, and customer feedback that influences product roadmap decisionsBe a team player who contributes to the culture and success of the broader organizationWhat We’re Looking ForAdtech background required — you have sold digital advertising products, commerce media, retail media, post‑purchase media, or other adtech productsIdeally, direct experience with commerce media, post‑purchase advertising, or transactional media — you understand the ad units, the buyers, and the performance dynamicsUnderstanding of the competitive landscape including Fluent, ROKT, Uptick, Thanks, and others — how they sell, where they win, and how to differentiate DiscoYou know who buys post‑purchase and commerce media at brands, agencies, and performance agencies — and you know how to build pipeline against themExperience7+ years enterprise advertising sales experience with a proven track record of quota attainmentExperience managing a large book of business with accounts in the $1M–$5M annual rangeNational territory experience — not limited to a single market or regionProven ability to sell client direct and to agencies (including performance agencies, not just the Big6)A relevant book of business and existing relationships in the advertising/adtech industry that are transferable to commerce media buyersTrack record of building targeted pipeline against specific buyer personas, not just volume outboundSkills & ToolsProficiency with modern sales tools: HubSpot, Gong, Outreach, Claude, Surfe/Apollo, and similar platformsAbility to build pipeline from scratch using targeted outbound methodologyStrong understanding of AI tools and how to leverage them for sales efficiency and buyer researchProfileSelf‑starter who does not need constant direction — you take ownership and drive resultsTeam player who contributes to culture and supports colleaguesStrong communicator with executive presence and the ability to pitch at the CMO levelCommercially minded — every action ties to revenueComfortable with ambiguity and the pace of a growth‑stage companyCan educate buyers on a relatively new category — commerce media and post‑purchase advertising — while simultaneously sellingHow You Operate You will thrive here if you naturally:Hunt for new business while protecting existing revenueBuild targeted pipeline against the right buyers, not just fill a funnelClose deals with urgency and precisionTreat your territory like your own businessUse technology and AI to work smarter, not just harderCare deeply about advertiser results and long‑term relationshipsKnow the adtech landscape and are energized by competing in itCan articulate why post‑purchase and commerce media is the future of advertisingWe believe in taking care of our team — inside and outside of work.Time to rechargeFlexible PTO policy15 paid company holidays3 company‑wide DisConnect Days to truly unplugComprehensive medical, dental, vision, and life insuranceMonthly flexible lifestyle stipend$100 monthly Disco credit to shop from the incredible brands in our networkFinancial & family support401(k) to invest in your future$750 monthly childcare stipend$132 monthly commuter benefit$500 home office setup reimbursement to make your workspace your own$20 Grubhub credit each day you’re in the SF or NYC officeGreat people, meaningful work, and a team that genuinely believes in what we’re buildingThe total compensation for this role is between $230,000–$260,000 OTE, plus a competitive equity package. Final compensation will be determined based on experience, location, and performance.This role follows a hybrid model and can be based out of either our New York City or San Francisco office .#J-18808-Ljbffr