Head of Advertising

Disco•New York, NY

4d•$320,000 - $350,000•Hybrid

About The Position

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.

Requirements

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
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
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

Responsibilities

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
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
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
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
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
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