Enterprise Account Executive

Disco•New York, NY

6d•$230,000 - $260,000•Hybrid

About The Position

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.

Requirements

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
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
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
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

Responsibilities

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
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
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
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
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

Benefits

Flexible PTO policy
15 paid company holidays
3 company-wide DisConnect Days to truly unplug
Comprehensive medical, dental, vision, and life insurance
Monthly flexible lifestyle stipend
$100 monthly Disco credit to shop from the incredible brands in our network
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
$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