About Disco

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, including Mindbody, Gopuff, Fabletics, and Knitwell Group (Chico’s, Talbots, Lane Bryant). 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.

Since launching in 2021, we’ve raised $26M from leading investors including Felicis Ventures, Bessemer Venture Partners, Shopify, Sugar Capital, RiverPark Ventures, and Indicator Ventures. Today, Disco’s network spans 1,000+ advertisers and publishers, driving over $1B in GMV across 150M+ permissioned U.S. shopper profiles.

This role will lead Disco’s efforts to grow our publisher ecosystem of platforms and retailers, developing new partnerships that expand the scale and diversity of inventory we offer advertisers. Our goal is to help publishers drive incremental profit margin through ads programs that fits seamlessly into their user experience.

About the Role

As the Sr. AE of Platform & Publisher Sales, you will be at the forefront of Disco's growth strategy, building and managing monetization partnerships with leading consumer platforms and retailers. Your efforts will significantly expand Disco’s network inventory, creating new opportunities for over 1,000 advertisers to connect with and acquire new shoppers. You will report to the VP, Platform and Publisher Partnerships.

This quota-carrying role requires end-to-end ownership of deals, from prospecting, selling, negotiating and closing deals, to post-deal execution. You will collaborate closely with Product, Engineering, and Customer Success teams to ensure seamless implementation and ongoing success.

The ideal candidate is a strategic thinker with strong financial acumen, exceptional attention to detail, and outstanding written and verbal communication skills. You thrive in cross-functional environments, and are motivated by doing smart, sustainable deals that have a transformational impact on the business.

Responsibilities

• Generate new business opportunities with enterprise publishers through strategic outbound and networking
• Serve as a consultative partner to platforms developing commerce media or ads businesses
• Run deep discovery to understand a prospect’s goals, organizational structure and their willingness to partner
• Negotiate and execute contracts with the publisher in close partnership with Legal, Finance and Disco’s leadership team (including the Founder/CEO)
• Define business requirements, collaborating closely with Product and Engineering teams to ensure long-term success of an executed deal
• Adapt publisher deal structures based on market feedback and/or Disco’s operating leverage
• Represent Disco in the field – at conferences, industry events and on-site visits (expect to travel 2-3x a quarter)

Experience

• 6+ years of experience in publisher business development, enterprise martech, or enterprise adtech sales
• 4+ years of experience managing a book of new business, forecasting deals, and owning and meeting a revenue number
• Comfortable orchestrating complex deal cycles with close collaboration with Product, Engineering and Customer Success
• Experience working in a nimble, fast-paced environment
• Strong financial acumen and attention to detail
• Track record of collaborating with technical stakeholders, and basic knowledge of technical integrations (APIs, SDKs)

The estimated on-target earnings for this role range from $250,000 to $300,000. Final compensation will be determined based on the candidate’s experience, scope of responsibilities, and overall seniority within the role.

Perks & Benefits

We believe in taking care of our team — inside and outside of work.

Time to recharge

• Flexible PTO policy — take the time you need
• 12 paid holidays + company-wide winter closure between Christmas and New Year’s (10 days!)
• 3 company-wide DisConnect Days to truly unplug

Health & wellbeing

• Comprehensive medical, dental, vision, and life insurance
• $250 monthly flexible lifestyle stipend — use it toward wellness, fitness, or everyday essentials like your phone and internet
• $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 to support daycare, babysitting, or other family care needs
• $132 monthly commuter benefit for your daily travels
• $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— lunch on us!
• Great people, meaningful work, and a team that genuinely believes in what we're building