About the role
Enterprise Account Executive Enterprise Account Executive About Disco Technology Inc 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 Big 6. 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 Building Identify, prospect, and close new advertising accounts across a national territory Build 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 units Identify 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 annually Sell to clients directly, agencies, and performance agencies Use tools like HubSpot, Gong, Outreach, Claude, Surfe/Apollo, and similar to drive pipeline efficiency Book of Business Management Retain and grow an existing book of business Develop account expansion strategies that increase share of wallet with existing clients Serve as the primary point of contact for your accounts, ensuring advertiser satisfaction and performance Use performance data and outcome metrics to justify continued investment and upsell Competitive Selling Position Disco’s post-purchase and commerce ad units against competitors like Fluent, ROKT, Uptick, Thanks, and others Develop clear, differentiated messaging for head-to-head competitive situations Win competitive deals through superior positioning, relationship depth, and outcome-based selling Track competitive dynamics and share intelligence with
Shopify