Enterprise Account Executive

Sales Director, Commerce Media

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. 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.

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

• 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 the team and leadership

Sales Process & Tools

• Use sales tools like HubSpot, Gong, Outreach, Claude, Surfe/Apollo, and similar to drive efficiency
• Maintain accurate pipeline forecasting and CRM hygiene
• Leverage AI tools to remove low-value tasks and focus time on high-impact selling activities
• Use AI and data tools to identify and research the right buyer personas faster

Cross-Functional Collaboration

• Partner with customer success, product, and leadership to deliver advertiser outcomes
• Provide market, competitive, and customer feedback that influences product roadmap decisions
• Be a team player who contributes to the culture and success of the broader organization

What We're Looking For

Adtech & Commerce Media Background (Required)

• Adtech background required — you have sold digital advertising products, commerce media, retail media, post-purchase media, or other adtech products
• 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 to differentiate Disco
• You know who buys post-purchase and commerce media at brands, agencies, and performance agencies — and you know how to build pipeline against them

Experience

• 7+ years enterprise advertising sales experience with a proven track record of quota attainment
• Experience managing a large book of business with accounts in the $1M–$5M annual range
• National territory experience — not limited to a single market or region
• Proven ability to sell client direct and to agencies (including performance agencies, not just the Big 6)
• A relevant book of business and existing relationships in the advertising/adtech industry that are transferable to commerce media buyers
• Track record of building targeted pipeline against specific buyer personas, not just volume outbound

Skills & Tools

• Proficiency with modern sales tools: HubSpot, Gong, Outreach, Claude, Surfe/Apollo, and similar platforms
• Ability to build pipeline from scratch using targeted outbound methodology
• Strong understanding of AI tools and how to leverage them for sales efficiency and buyer research

Profile

• Self-starter who does not need constant direction — you take ownership and drive results
• Team player who contributes to culture and supports colleagues
• Strong communicator with executive presence and the ability to pitch at the CMO level
• Commercially minded — every action ties to revenue
• Comfortable with ambiguity and the pace of a growth-stage company
• Can educate buyers on a relatively new category — commerce media and post-purchase advertising — while simultaneously selling

How You Operate

You will thrive here if you naturally:

• Hunt for new business while protecting existing revenue
• Build targeted pipeline against the right buyers, not just fill a funnel
• Close deals with urgency and precision
• Treat your territory like your own business
• Use technology and AI to work smarter, not just harder
• Care deeply about advertiser results and long-term relationships
• Know the adtech landscape and are energized by competing in it
• Can articulate why post-purchase and commerce media is the future of advertising

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