Your Impact

The Regional Sales Executive drives revenue growth in the legal technology industry, specifically within the Ediscovery and SaaS space, and plays a pivotal role in accelerating DISCO's growth in both law firms and corporate legal departments in San Francisco. They manage an assigned territory, develop strategic sales plans, and exceed annual revenue targets through new business development and account management.

What You'll Do

• Territory Management: Manages the territory and develops it to full revenue potential. 
• Achieves Sales Targets: Develops and executes strategic sales plans to achieve or exceed annual revenue targets. Tracks sales progress and adjusts tactics as needed.
• New Business Development: Identifies potential new accounts within assigned territory. Initiates contact with potential clients and works to convert leads into sales. Aims to grow the number of active accounts and revenue within territory each year.
• Account Management: Manages existing accounts and creates account plans within territory to maximize revenue and customer satisfaction. Upsells and cross-sells additional DISCO products and services.
• Sales Operations: Enters customer data, sales data and activities into the CRM system. Maintains organized records of sales progress and account details. Submits timely forecasts and sales reports.

Who You Are

• 3+ years sales experience, including 2+ years in a field sales role
• Experience managing a territory and developing account relationships
• Proven ability to meet and exceed sales quotas
• Experience selling to the legal industry

Even Better If You Have…

• Excellent consultative selling skills and ability to communicate value propositions
• Strong presentation, negotiation and relationship-building skills
• Ability to identify potential accounts, initiate contact and develop leads
• Highly organized with ability to manage multiple accounts and priorities
• Proficient with Salesforce or other CRM software

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 

• Base + commission plan 
• 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

#LI-Remote

Your Impact

The Account Executive enhances DISCO's market presence by establishing solid client relationships and converting prospects to loyal customers. They are an integral part of DISCO's sales team and endeavor to achieve substantial revenue growth by selling DISCO platforms and ensuring clients recognize the superior value we bring to their operations.

What You'll Do

• Client Sales and Relationships: Proactively builds, nurtures, and maintains long-term relationships, resulting in sustained revenue growth. Assiduously sells the DISCO Ediscovery, Managed Review, and Case Builder platforms, focusing both on acquiring new business and expanding revenue from existing clients. Harnesses referrals from current clients and prospects, and establishes a robust local user-level network to spur viral growth.
• Market Analysis and Strategy Development: Assesses market potential in the designated territory, keeping track of sales metrics and client feedback. Stays informed about best practices, market trends, and competitive activities, aligning sales strategies accordingly. Works with Regional Sales Executives, ensuring a consistent and effective approach.
• Sales Process Management: Assumes responsibility for the complete sales cycle, from prospecting to closure, ensuring meticulous pipeline management within Salesforce. Regularly updates and maintains status reports reflecting client needs, interests, and potential for cross-selling.

Who You Are

• 2+ years of experience in cold calling, deal development, and deal closure
• Demonstrated history of consistently achieving and surpassing sales quotas
• Track record of high activity (100 calls per week, 8+ remote meetings) and proven ability to demonstrate software solutions to partners, associates, paralegals, and litigation support professionals at litigation boutiques and AmLaw 200 firms
• Proficient understanding of SaaS platforms, especially in the legal industry, and the dynamics of high-growth SaaS companies.
• Exceptional phone skills, listening abilities, and writing skills. Proven aptitude to demonstrate software solutions effectively.
• Innate talent to establish trust-centered relationships, work collaboratively across departments, and adapt to evolving sales and marketing tools.

Even Better If You Have…

• Experience selling technology, specifically SaaS into the legal sector.

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

Do you want to build your sales career at one of the fast-growing high-tech companies?

DISCO is looking for ambitious and driven Sales Development Representatives to join our growing sales team, doing outreach to lawyers, law firms, and corporations. In this role, you will produce new sales qualified leads to fuel the sales pipeline by identifying, qualifying, and setting meetings for our field sales team.

Your Impact

Our Sales Development Representatives are often the first point of contact with prospective clients, and as such, are valuable members of the DISCO team responsible for driving revenue for the business. High-performing Sales Development Representatives have over time moved into new opportunities at DISCO for career development and advancement.

What You'll Do

• Develop accounts and assigned leads by conducting outreach to prospective clients via telephone and email
• Educate and qualify prospects to create sales qualified leads and opportunities through meetings you book with legal decision makers/legal personnel
• Research accounts, identify key players, and develop interest
• Create a positive impression of DISCO through your professional interactions with senior decision makers
• Successfully manage and overcome prospect objections with proven processes
• Consistently achieve meeting quotas to ensure territory revenue objectives
• Work hand in hand with Regional Sales Executives 
• Participate in team meetings, as well as ongoing training and development to help you hone your craft and build your career

Who You Are

• Confident communicator with energetic phone skills, active listening skills, and strong writing skills
• A self-starter with a history of success and tenacity
• Eager to be coached on new approaches, adapting to and following best practices 
• Enjoy working in a high-energy sales team environment and are a collaborative team player
• Approach challenges with a positive, problem-solving mindset, observing opportunities for improvement, and helping develop solutions
• Recently completed your bachelor's degree

Even Better If You Have

• Demonstrated examples of your competitive and entrepreneurial spirit (such as a side hustle or similar) and your growth mindset
• A bachelor's degree in communications, business, or a related field
• Experience with high-volume outbound sales prospecting
• Proven track record of achieving and exceeding activity expectations and qualified meetings run
• Experience adeptly handling qualification and objection handling 
• Salesforce and Salesloft or other CRM experience

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 Regional Sales Executive, Class Actions Mass Torts Solutions is responsible for driving new sales revenue from class action and mass tort law firms within an Book of Business. They establish DISCO as a preferred vendor for case discovery and analytics

What You'll Do

• Territory Management: Manages the territory and develops it to full revenue potential. 
• Achieves Sales Targets: Develops and executes strategic sales plans to achieve or exceed annual revenue targets. Tracks sales progress and adjusts tactics as needed.
• New Business Development: Identifies potential new accounts within assigned territory. Initiates contact with potential clients and works to convert leads into sales. Aims to grow the number of active accounts and revenue within territory each year.
• Account Management: Manages existing accounts and creates account plans within territory to maximize revenue and customer satisfaction. Upsells and cross-sells additional DISCO products and services.
• Sales Operations: Enters customer data, sales data and activities into the CRM system. Maintains organized records of sales progress and account details. Submits timely forecasts and sales reports.

Who You Are

• 5+ years of field sales experience within the Class Action Mass Tort practice area.
• Experience selling software, services or technology to law firms
• Track record of meeting and exceeding sales quotas 
• Existing relationships with class action and/or mass tort law firms
• Knowledge of class action/mass tort litigation processes and discovery needs
•  Experience practicing law in securities, antitrust, environmental, etc.
• Excellent presentation, negotiation and relationship-building skills 
• Strong consultative selling abilities and ability to communicate value propositions 
• Expert knowledge of class action/mass tort litigation and the associated discovery process and pain points 
• Proficient with Salesforce or other CRM software 
• 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

#LI-Remote

Your Impact

The Enablement Manager drives the success of our Customer success teams and how they interact with and bridge the communication among our sales and additional customer-facing teams. They are responsible for analyzing the current environment, developing, delivering and implementing training programs, resources, and tools that empower our teams to achieve their goals and deliver exceptional customer experiences.

What You'll Do

• Business Planning: Partners with Customer Success / Sales leadership and cross-functional teams to develop business plans
• Strategic Initiatives: Represents Customer Success / Sales in strategic initiatives and projects, managing larger projects effectively from identification, to development to implementation.
• Business Process Improvement (BPI): Identifies and leads opportunities for workflow enhancements, simplification, and efficiencies that foster strong cross-functional collaboration (Sales, Marketing, Product, IT, etc.), resulting in profitable revenue growth and enhanced customer satisfaction.
• Data Analysis: Analyzes data and metrics to develop enablement strategies and Customer Success playbooks.
• Tailored Enablement: Ensures enablement initiatives are closely tailored to the specific needs and goals of the Customer Success / Sales team. Contributes to the ongoing growth and improvement of the organization.
• Onboarding: Oversees the onboarding process for new hires, ensuring they are equipped with the knowledge and tools necessary to succeed, including developing materials to foster that growth and delivering training as required.
• Change Management: Leads change management initiatives to facilitate the successful adoption of new enablement programs, processes, and technologies and continuously measures and adjust said initiatives.
• Communication Strategies: Develops and implements communication strategies to articulate the benefits and rationale behind enablement transformations for adult learners across the affected business units
• New Product Introduction: Supports new product introductions to ensure successful integration (knowledge/process) of new offerings across Customer Success & Sales organization.
• Trusted Advisor: Serves as a trusted advisor, building and maintaining strong relationships with sales and customer-facing teams.

Who You Are

•  8+ years proven experience in Customer Success/ sales enablement, training, sales operations or a similar role supporting sales in a high-growth SaaS company, ideally in legal technology. 
• Strong understanding of and experience implementing customer success /sales processes, methodologies and best practices, with the ability to translate these into effective enablement strategies.
• Demonstrated ability to identify, design and deliver effective customer success/sales training programs.
• Excellent project management skills, with the ability to prioritize and manage multiple initiatives simultaneously
• Demonstrated success working cross-functionally, with excellent stakeholder management skills and the ability to build strong relationships across departments.

Even Better If You Have…

• Strong understanding of customer success/sales processes, methodologies and best practices.
• Excellent written and verbal communications, and presentation skills.
• Strong Salesforce, MEDDPICC and PlanHat experience
• Ability to analyze data and derive actionable insights.
• Strong organizational and project management skills.

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 Enablement Manager drives the success of our Customer success teams and how they interact with and bridge the communication among our sales and additional customer-facing teams. They are responsible for analyzing the current environment, developing, delivering and implementing training programs, resources, and tools that empower our teams to achieve their goals and deliver exceptional customer experiences.

What You'll Do

• Business Planning: Partners with Customer Success / Sales leadership and cross-functional teams to develop business plans
• Strategic Initiatives: Represents Customer Success / Sales in strategic initiatives and projects, managing larger projects effectively from identification, to development to implementation.
• Business Process Improvement (BPI): Identifies and leads opportunities for workflow enhancements, simplification, and efficiencies that foster strong cross-functional collaboration (Sales, Marketing, Product, IT, etc.), resulting in profitable revenue growth and enhanced customer satisfaction.
• Data Analysis: Analyzes data and metrics to develop enablement strategies and Customer Success playbooks.
• Tailored Enablement: Ensures enablement initiatives are closely tailored to the specific needs and goals of the Customer Success / Sales team. Contributes to the ongoing growth and improvement of the organization.
• Onboarding: Oversees the onboarding process for new hires, ensuring they are equipped with the knowledge and tools necessary to succeed, including developing materials to foster that growth and delivering training as required.
• Change Management: Leads change management initiatives to facilitate the successful adoption of new enablement programs, processes, and technologies and continuously measures and adjust said initiatives.
• Communication Strategies: Develops and implements communication strategies to articulate the benefits and rationale behind enablement transformations for adult learners across the affected business units
• New Product Introduction: Supports new product introductions to ensure successful integration (knowledge/process) of new offerings across Customer Success & Sales organization.
• Trusted Advisor: Serves as a trusted advisor, building and maintaining strong relationships with sales and customer-facing teams.

Who You Are

•  8+ years proven experience in Customer Success/ sales enablement, training, sales operations or a similar role supporting sales in a high-growth SaaS company, ideally in legal technology. 
• Strong understanding of and experience implementing customer success /sales processes, methodologies and best practices, with the ability to translate these into effective enablement strategies.
• Demonstrated ability to identify, design and deliver effective customer success/sales training programs.
• Excellent project management skills, with the ability to prioritize and manage multiple initiatives simultaneously
• Demonstrated success working cross-functionally, with excellent stakeholder management skills and the ability to build strong relationships across departments.

Even Better If You Have…

• Strong understanding of customer success/sales processes, methodologies and best practices.
• Excellent written and verbal communications, and presentation skills.
• Strong Salesforce, MEDDPICC and PlanHat experience
• Ability to analyze data and derive actionable insights.
• Strong organizational and project management skills.

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