Head of Advertising

About Disco Technology IncDisco 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 RoleThis is a builder-operator-seller leadership role for someone with a deep adtech background who is fluent in advertising sales, client direct and agency channels, outcome-based advertising, and team leadership. Ideally, you have direct experience in commerce media, retail media, post-purchase advertising, or a closely adjacent adtech category.You will own Disco's advertising revenue strategy, execution, and team across both sales and customer success - with a mandate to grow net new revenue, retain and expand existing business, and build a world-class advertising organization. You will lead the Advertising Sales team and the Advertising Customer Success team. You will sell to clients directly, to agencies (including performance agencies), and operate as a core partner to Product, Engineering, and executive leadership.A critical part of this role is building pipeline against the right buyers - the advertisers and agencies who will perform in our post-purchase and commerce ad units, not just anyone with a media budget. You need to understand who buys commerce media, why they buy it, and how to position Disco's units against both traditional media alternatives and direct competitors like Fluent, ROKT, Uptick, and Thanks.This is a leadership team seat. You will have direct influence on company strategy and will grow the team as required. This is not a maintenance role. This is a scale and build role.What You Will DriveNet New Sales & Pipeline BuildingOwn the strategy and execution for net new advertising revenue across client direct, agency, and performance agency channelsBuild a targeted pipeline strategy focused on the right buyers for Disco's post-purchase and commerce ad units - advertisers and agencies who will perform in these units and become long-term, high-value revenue accountsIdentify and prioritize buyer personas at brands (e.g., performance marketing leads, shopper marketing, growth teams), agencies (e.g., activation leads, commerce specialists), and performance agencies (e.g., CPA buyers, affiliate teams) who are the natural fit for post-purchase commerce mediaOpen and develop long-lasting revenue accounts capable of spending $1M-$15M per annumBuild pipeline infrastructure and processes that deliver consistent, predictable revenue growthExisting Business Retention & GrowthLead the customer success function to retain and grow existing advertising accountsDevelop account expansion strategies that increase share of wallet with existing clientsEnsure advertiser satisfaction through measurable performance and outcome deliveryUse performance data, MMA, and MMP frameworks to demonstrate ROI and justify continued investmentOutcome-Based Advertising & PerformanceChampion outcome-based advertising as Disco's core value propositionDrive performance results that are measurable and defensible using MMA and MMP frameworksPartner with Product and Data Science to improve advertiser CPA, ROAS, and campaign outcomesPosition Disco's post-purchase and commerce ad units as a performance channel that delivers measurable results - not just incremental impressionsCompetitive StrategyOwn Disco's competitive positioning in the market against players like Fluent, ROKT, Uptick, Thanks, and othersDevelop clear, differentiated messaging that articulates why Disco's approach to commerce media is superiorTrack competitive dynamics and share intelligence with product, marketing, and leadershipWin head-to-head competitive situations by understanding where we win and where we need to improveOrg Leadership & Team BuildingBuild and scale a world-class advertising organization across Sales and Customer SuccessSet team narrative, strategy, and priorities aligned with company outcomesEstablish operating cadence, decision frameworks, and execution disciplineGrow the team when required based on revenue growth and market opportunityHire and develop sellers who have adtech backgrounds and can sell to the right buyer personas for post-purchase commerce mediaCross-Functional ImpactTranslate market and customer signal into product roadmap inputPartner with Product and Engineering to influence platform development based on advertiser needs and competitive dynamicsOwn advertising decisions through a business lens - margin, revenue, and scalabilityWhat We're Looking ForAdtech & Commerce Media Background (Required)Deep adtech background - you have spent a meaningful portion of your career in advertising technology, commerce media, retail media, or a closely adjacent adtech categoryIdeally, 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 Disco is differentYou know who buys post-purchase and commerce media - the buyer personas at brands, agencies, and performance agencies - and you know how to build pipeline against themExperience10+ years advertising sales experience, including 5+ years leading teams at Director/VP level or aboveDeep expertise in: advertising sales across client direct, agency, and performance channels; outcome-based and performance advertising; MMA (Media Mix Analysis) and MMP (Mobile Measurement Partner) frameworksProven track record managing advertising revenue in the $1M-$15M per account rangeExperience building and leading both sales and customer success teamsTrack record of building targeted pipeline - not just volume, but pipeline built against the right buyer personas who will perform in your ad unitsLeadership ProfileHigh-agency operator who simplifies complexity and drives revenue outcomesBuilder of teams, systems, and leverageRequired: leadership thinking and numbers thinking - ability to toggle between strategic vision and granular pipeline metricsRequired: systems thinking - understanding how sales, product, customer success, and operations interconnectUnderstands how to use AI to remove low-value work and leave the best work for humansStrong communicator who can align executives, advertisers, and go-to-market teamsHow You OperateYou will thrive here if you naturally:Move fast and close dealsPrioritize ruthlesslyBuild teams and systems that scaleOptimize for real outcomes, not activityBuild pipeline against the right buyers, not just fill a funnelCare deeply about advertiser results and partner successThink strategically while executing relentlesslyKnow the adtech landscape and are energized by competing in itPerks & BenefitsWe 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 unplugHealth & wellbeingComprehensive 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 ownEveryday perks$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 $320,000-$350,000 OTE, plus a competitive equity package. Final compensation will be determined based on experience, location, and performance.