Your Impact

This is a high-impact, strategic role sitting at the intersection of Finance, Sales Operations, and GTM Leadership. While maintaining technical excellence in quota and commission modeling, this individual serves as a strategic architect, partnering with leadership to design incentive structures that drive the right sales behaviors. You are a GTM advisor who translates corporate strategy into actionable compensation design and helps the field navigate complex organizational changes.

What You'll Do

• Strategy Design & Quota Modeling: Act as the primary architect for quota and plan modeling. Beyond execution, you will provide "what-if" scenario modeling to leadership to stress-test new GTM strategies before they are finalized.
• GTM Partnership & Advisory: Serve as a bridge between the GTM Strategy & Planning team and the field. Proactively identify gaps in rep performance or plan effectiveness and suggest design pivots to GTM leadership.
• Incentive Rollout & Evangelism: Lead the strategic communication and rollout of annual plans. You will create the narrative that explains the "why" behind the plan to ensure buy-in from ~200+ reps and managers.
• Field ROI & Performance Insights: Analyze field incentive ROI and attainment trends. Use this data to present quarterly "Strategic Health Checks" to GTM leaders, highlighting where incentives are succeeding and where strategy needs adjustment.
• Change Management & Operations: Manage the operational lifecycle of reps (onboarding, role changes, account movements) with a focus on minimizing friction and maintaining high field morale during transitions.
• Cross-Functional Alignment: Partner with Legal and HR to ensure that all strategic designs are compliant, scalable, and aligned with broader company culture.

Who You Are

• 5-8+ years of experience in Sales Operations, Revenue Operations, or FP&A
• Experience in a strategic consulting role or a high-growth SaaS environment where you influenced GTM design
• Strategic Storytelling: Ability to take complex data and turn it into a compelling narrative for VPs and Directors.
• Advanced Modeling: Expert-level Excel/Google Sheets skills for building dynamic, multi-variable GTM models.
• Systems Advisory: Proficiency in Salesforce (SFDC) and commission software (CaptivateIQ/Xactly/Spiff), with the ability to advise on how systems can better support strategy.
• At DISCO, we believe AI is a core enabler of how work gets done. All employees are expected to proactively adopt and responsibly use AI tools to drive efficiency, improve outcomes, and continuously evolve how they operate in their role

Authorization to Work in the U.S.: Candidates must be legally authorized to work in the United States without sponsorship now or in the future. DISCO is not currently sponsoring visas, including, but not limited to, H-1B, TN, or EAD, and we are not accepting visa transfers.

Perks of DISCO 

• Open, inclusive, and fun environment
• Benefits, including medical, dental and vision insurance, as well as 401(k) 
• Competitive salary plus RSUs
• Flexible PTO 
• Opportunity to be a part of a company that is revolutionizing the legal industry
• Growth opportunities throughout the company

Your Impact

This is a high-impact, strategic role sitting at the intersection of Finance, Sales Operations, and GTM Leadership. While maintaining technical excellence in quota and commission modeling, this individual serves as a strategic architect, partnering with leadership to design incentive structures that drive the right sales behaviors. You are a GTM advisor who translates corporate strategy into actionable compensation design and helps the field navigate complex organizational changes.

What You'll Do

• Strategy Design & Quota Modeling: Act as the primary architect for quota and plan modeling. Beyond execution, you will provide "what-if" scenario modeling to leadership to stress-test new GTM strategies before they are finalized.
• GTM Partnership & Advisory: Serve as a bridge between the GTM Strategy & Planning team and the field. Proactively identify gaps in rep performance or plan effectiveness and suggest design pivots to GTM leadership.
• Incentive Rollout & Evangelism: Lead the strategic communication and rollout of annual plans. You will create the narrative that explains the "why" behind the plan to ensure buy-in from ~200+ reps and managers.
• Field ROI & Performance Insights: Analyze field incentive ROI and attainment trends. Use this data to present quarterly "Strategic Health Checks" to GTM leaders, highlighting where incentives are succeeding and where strategy needs adjustment.
• Change Management & Operations: Manage the operational lifecycle of reps (onboarding, role changes, account movements) with a focus on minimizing friction and maintaining high field morale during transitions.
• Cross-Functional Alignment: Partner with Legal and HR to ensure that all strategic designs are compliant, scalable, and aligned with broader company culture.

Who You Are

• 5-8+ years of experience in Sales Operations, Revenue Operations, or FP&A
• Experience in a strategic consulting role or a high-growth SaaS environment where you influenced GTM design
• Strategic Storytelling: Ability to take complex data and turn it into a compelling narrative for VPs and Directors.
• Advanced Modeling: Expert-level Excel/Google Sheets skills for building dynamic, multi-variable GTM models.
• Systems Advisory: Proficiency in Salesforce (SFDC) and commission software (CaptivateIQ/Xactly/Spiff), with the ability to advise on how systems can better support strategy.
• At DISCO, we believe AI is a core enabler of how work gets done. All employees are expected to proactively adopt and responsibly use AI tools to drive efficiency, improve outcomes, and continuously evolve how they operate in their role

Authorization to Work in the U.S.: Candidates must be legally authorized to work in the United States without sponsorship now or in the future. DISCO is not currently sponsoring visas, including, but not limited to, H-1B, TN, or EAD, and we are not accepting visa transfers.

Perks of DISCO 

• Open, inclusive, and fun environment
• Benefits, including medical, dental and vision insurance, as well as 401(k) 
• Competitive salary plus RSUs
• Flexible PTO 
• Opportunity to be a part of a company that is revolutionizing the legal industry
• Growth opportunities throughout the company

Your Impact

The Senior Sales Operations Analyst is a critical partner to our sales and customer success leadership, providing strategic data analysis, business process optimization, and technical expertise to drive efficiency and effectiveness across the organization. This role requires a strong analytical mindset, deep knowledge of sales and customer success processes, as well as proficiency with sales tech stack  systems.

What You'll Do

• Strategic Analysis & Reporting:
• Develop, maintain, and deliver key performance metrics, dashboards, and reports (e.g., pipeline health, forecasting accuracy, rep performance, territory analysis).
• Perform deep-dive analysis on sales/ customer success trends, identify areas for improvement, and translate findings into actionable recommendations for Sales and Customer Success leadership.
• Support annual planning processes to include territory design. 
• Process & Efficiency Optimization:
• Identify and implement process improvements ensuring consistency, compliance, and optimal efficiency from lead to close to retention.
• Manage and govern the data quality within the CRM (Salesforce), Outreach and other critical sales technology platforms.
• Develop and document clear and scalable Standard Operating processes and policies.
• Sales Technology Management:
• Act as a subject matter expert (SME) for the primary CRM system, and /or other sales / customer success tech stack platforms  (e.g., Salesforce and Outreach), handling configuration, reporting needs, and system enhancements.
• Evaluate, implement, and manage the integration of various sales / customer enablement tools (e.g., forecasting tools, sales engagement platforms).
• Provide training and support to the Sales team on process changes and technology usage.
• Cross-Functional Collaboration:
• Serve as a critical link between Sales and Finance, Business Intelligence, Business applications, marketing, etc ensuring alignment on definitions, processes, and reporting.
• Support the monthly/quarterly sales forecasting process, ensuring accuracy and timeliness.

Who You Are

• 5+ years of progressive experience in Sales Operations, Customer Success operations, Business Analysis, or a closely related analytical role, preferably within a B2B SaaS or technology environment.
• Expert-level proficiency with Salesforce and Outreach 
• Advanced skills in Microsoft Excel or Google Sheets (pivot tables, complex formulas, data modeling).
• Demonstrated experience translating complex data sets into clear, executive-level insights and presentations.
• Strong understanding of standard sales methodologies and the end-to-end sales process (pipeline management, forecasting, compensation).
• Excellent communication, interpersonal, and presentation skills.
• Experience with SQL for querying large-scale data warehouses to extract, manipulate, and analyze sales performance data.
• Experience with business intelligence (BI) tools (e.g., Quicksight, Tableau, Power BI, Looker).

Even Better If You Have…

• Experience in Legal tech
• Bachelor’s degree in Business, Finance, Economics, Math or a related field.
• Experience in a rapidly growing or scaling organization.

Authorization to Work in the U.S.: Candidates must be legally authorized to work in the United States without sponsorship now or in the future. DISCO is not currently sponsoring visas, including, but not limited to, H-1B, TN, or EAD, and we are not accepting visa transfers.

Perks of DISCO 

• Open, inclusive, and fun environment
• Benefits, including medical, dental and vision insurance, as well as 401(k) 
• Competitive salary plus RSUs
• Flexible PTO 
• Opportunity to be a part of a company that is revolutionizing the legal industry
• Growth opportunities throughout the company

Your Impact

At DISCO, we don't just execute initiatives; we drive meaningful change to the business and our people. As our Strategic Change Manager, you will serve as a high-level architect of strategic change for our most critical business initiatives. You’ll be the bridge between executive vision and employee reality, turning complex software implementations Go to Market Launches into seamless transitions.

You aren’t just following a playbook—you’ll write it. You’ll partner with our Senior Leadership to define the "DISCO Way," creating the frameworks and toolkits that will guide our organizational growth for years to come.

What You'll Do

• Design the Blueprint: Apply your Prosci expertise to build comprehensive change strategies for high-stakes initiatives (think Quote-to-Cash and major GTM Initiatives).
• Be an Executive Change Partner: Serve as a trusted advisor to our VPs and C-suite, helping them become the visible, active sponsors our teams need.
• Build the Toolkit: Create the centralized "DISCO Standard" for change—templates, frameworks, and best practices that make us better every day.
• Coach the Pros: Mentor our Project Managers on how to balance business milestones with human readiness and adoption metrics.
• Mitigate the Friction: Identify potential resistance before it happens and architect smart ways to navigate change saturation.
• Measure What Matters: Use your data literacy to design high-impact surveys and track the KPIs that prove our change efforts are delivering real ROI.

Who You Are

• A Change Veteran: You have 8-10+ years of corporate experience, with at least 5 years dedicated to leading large-scale organizational transformations.
• Prosci Certified: This isn't your first rodeo with the Prosci methodology—it’s a core part of your professional DNA (Certification is required).
• A Master Communicator: You have a knack for active listening and can translate complex strategic messages into something everyone can get behind.
• Strategically Minded: You see the big picture. You understand how a shift in a business process creates ripples across the whole company, and you know how to manage those ripples.
• High-Level Influencer: You’re comfortable (and effective) when sitting across the table from executives, providing candid feedback and strategic direction.
• Data-Fluent: You love a good insight. You know how to create unbiased surveys and interpret feedback to pivot strategies in real-time.

Even Better If You Have…

• Tech Stack Savvy: You’re already a pro at navigating Google Workspace, Confluence, and Slack.
• Project Management Synergy: You speak "Project Management" fluently and can weave change management activities into a project lifecycle without missing a beat.
• A Habit of Innovation: You don't just use existing tools; you enjoy building better ones.

Authorization to Work in the U.S.: Candidates must be legally authorized to work in the United States without sponsorship now or in the future. DISCO is not currently sponsoring visas, including, but not limited to, H-1B, TN, or EAD, and we are not accepting visa transfers.

Perks of DISCO 

• Open, inclusive, and fun environment
• Benefits, including medical, dental and vision insurance, as well as 401(k) 
• Competitive salary plus RSUs
• Flexible PTO 
• Opportunity to be a part of a company that is revolutionizing the legal industry
• Growth opportunities throughout the company

Your Impact

At DISCO, we don't just execute initiatives; we drive meaningful change to the business and our people. As our Strategic Change Manager, you will serve as a high-level architect of strategic change for our most critical business initiatives. You’ll be the bridge between executive vision and employee reality, turning complex software implementations Go to Market Launches into seamless transitions.

You aren’t just following a playbook—you’ll write it. You’ll partner with our Senior Leadership to define the "DISCO Way," creating the frameworks and toolkits that will guide our organizational growth for years to come.

What You'll Do

• Design the Blueprint: Apply your Prosci expertise to build comprehensive change strategies for high-stakes initiatives (think Quote-to-Cash and major GTM Initiatives).
• Be an Executive Change Partner: Serve as a trusted advisor to our VPs and C-suite, helping them become the visible, active sponsors our teams need.
• Build the Toolkit: Create the centralized "DISCO Standard" for change—templates, frameworks, and best practices that make us better every day.
• Coach the Pros: Mentor our Project Managers on how to balance business milestones with human readiness and adoption metrics.
• Mitigate the Friction: Identify potential resistance before it happens and architect smart ways to navigate change saturation.
• Measure What Matters: Use your data literacy to design high-impact surveys and track the KPIs that prove our change efforts are delivering real ROI.

Who You Are

• A Change Veteran: You have 8-10+ years of corporate experience, with at least 5 years dedicated to leading large-scale organizational transformations.
• Prosci Certified: This isn't your first rodeo with the Prosci methodology—it’s a core part of your professional DNA (Certification is required).
• A Master Communicator: You have a knack for active listening and can translate complex strategic messages into something everyone can get behind.
• Strategically Minded: You see the big picture. You understand how a shift in a business process creates ripples across the whole company, and you know how to manage those ripples.
• High-Level Influencer: You’re comfortable (and effective) when sitting across the table from executives, providing candid feedback and strategic direction.
• Data-Fluent: You love a good insight. You know how to create unbiased surveys and interpret feedback to pivot strategies in real-time.

Even Better If You Have…

• Tech Stack Savvy: You’re already a pro at navigating Google Workspace, Confluence, and Slack.
• Project Management Synergy: You speak "Project Management" fluently and can weave change management activities into a project lifecycle without missing a beat.
• A Habit of Innovation: You don't just use existing tools; you enjoy building better ones.

Authorization to Work in the U.S.: Candidates must be legally authorized to work in the United States without sponsorship now or in the future. DISCO is not currently sponsoring visas, including, but not limited to, H-1B, TN, or EAD, and we are not accepting visa transfers.

Perks of DISCO 

• Open, inclusive, and fun environment
• Benefits, including medical, dental and vision insurance, as well as 401(k) 
• Competitive salary plus RSUs
• Flexible PTO 
• Opportunity to be a part of a company that is revolutionizing the legal industry
• Growth opportunities throughout the company