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 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 Drive
Net New Sales & Pipeline Building
- Own the strategy and execution for net new advertising revenue across client direct, agency, and performance agency channels
- Build 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 accounts
- Identify 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 media
- Open and develop long-lasting revenue accounts capable of spending $1M-$15M per annum
- Build pipeline infrastructure and processes that deliver consistent, predictable revenue growth
Existing Business Retention & Growth
- Lead the customer success function to retain and grow existing advertising accounts
- Develop account expansion strategies that increase share of wallet with existing clients
- Ensure advertiser satisfaction through measurable performance and outcome delivery
- Use performance data, MMA, and MMP frameworks to demonstrate ROI and justify continued investment
Outcome-Based Advertising & Performance
- Champion outcome-based advertising as Disco's core value proposition
- Drive performance results that are measurable and defensible using MMA and MMP frameworks
- Partner with Product and Data Science to improve advertiser CPA, ROAS, and campaign outcomes
- Position Disco's post-purchase and commerce ad units as a performance channel that delivers measurable results - not just incremental impressions
Competitive Strategy
- Own Disco's competitive positioning in the market against players like Fluent, ROKT, Uptick, Thanks, and others
- Develop clear, differentiated messaging that articulates why Disco's approach to commerce media is superior
- Track competitive dynamics and share intelligence with product, marketing, and leadership
- Win head-to-head competitive situations by understanding where we win and where we need to improve
Org Leadership & Team Building
- Build and scale a world-class advertising organization across Sales and Customer Success
- Set team narrative, strategy, and priorities aligned with company outcomes
- Establish operating cadence, decision frameworks, and execution discipline
- Grow the team when required based on revenue growth and market opportunity
- Hire and develop sellers who have adtech backgrounds and can sell to the right buyer personas for post-purchase commerce media
Cross-Functional Impact
- Translate market and customer signal into product roadmap input
- Partner with Product and Engineering to influence platform development based on advertiser needs and competitive dynamics
- Own advertising decisions through a business lens - margin, revenue, and scalability
What We're Looking For
Adtech & 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 category
- Ideally, direct experience with commerce media, post-purchase advertising, or transactional media - you understand the ad units, the buyers, and the performance dynamics
- Understanding of the competitive landscape including Fluent, ROKT, Uptick, Thanks, and others - how they sell, where they win, and how Disco is different
- You 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 them
Experience
- 10+ years advertising sales experience, including 5+ years leading teams at Director/VP level or above
- Deep 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) frameworks
- Proven track record managing advertising revenue in the $1M-$15M per account range
- Experience building and leading both sales and customer success teams
- Track record of building targeted pipeline - not just volume, but pipeline built against the right buyer personas who will perform in your ad units
Leadership Profile
- High-agency operator who simplifies complexity and drives revenue outcomes
- Builder of teams, systems, and leverage
- Required: leadership thinking and numbers thinking - ability to toggle between strategic vision and granular pipeline metrics
- Required: systems thinking - understanding how sales, product, customer success, and operations interconnect
- Understands how to use AI to remove low-value work and leave the best work for humans
- Strong communicator who can align executives, advertisers, and go-to-market teams
How You Operate
You will thrive here if you naturally:
- Move fast and close deals
- Prioritize ruthlessly
- Build teams and systems that scale
- Optimize for real outcomes, not activity
- Build pipeline against the right buyers, not just fill a funnel
- Care deeply about advertiser results and partner success
- Think strategically while executing relentlessly
- Know the adtech landscape and are energized by competing in it
Perks & Benefits
We believe in taking care of our team - inside and outside of work.
Time to recharge
- Flexible PTO policy
- 15 paid company holidays
- 3 company-wide DisConnect Days to truly unplug
Health & wellbeing
- Comprehensive medical, dental, vision, and life insurance
- Monthly flexible lifestyle stipend
- $100 monthly Disco credit to shop from the incredible brands in our network
Financial & family support
- 401(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
Everyday perks
- $20 Grubhub credit each day you're in the SF or NYC office
- Great people, meaningful work, and a team that genuinely believes in what we're building
The 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.
This role follows a hybrid model and can be based out of either our
New York City or San Francisco office.
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