Account Executive

(remote within North American time-zone, full-time role)

About Disco:

We believe that learning and community are two of the greatest agents for change. That’s why we built Disco.

Disco is revolutionizing learning with our AI-powered social learning platform designed for upskilling, training, accelerator programs, onboarding programs, and partner enablement. Our key customers include the Toronto Board of Trade, Baptist Health, Kaplan and XPRIZE. Backed by world-class investors such as GSV, the leading edtech fund in the world, we are seeking an experienced

Disco is more than just a platform, it’s on a mission to empower organizations who want to change the way the world connects and learns. Learn more at disco.co

Role Overview:

In the role of Account Executive, you’ll have the opportunity to grow the Disco business by directly contributing to the revenue of the organization and driving the identification and closing of new SaaS customers. In this role, you will be managing the SaaS sales process end-to-end, including: prospecting, discovery & needs assessment, demos, negotiating and closing. You will bring resourcefulness, tenacity, enthusiasm, consultative approach and an entrepreneurial attitude to the position and have an immediate impact that contributes to our rapid growth. The Account Executive role will report into the Head of Revenue & Ops and will be highly visible across the organization with regular collaboration with our Co-CEOs, Customer Success Lead, Head of Design and others. This is a high impact role!

The Account Executive will be responsible for helping Disco grow its mid-market & enterprise accounts, specifically this role will be focused on internal training, non-traditional learning businesses and customer/partner enablement segments. This individual will bring a strong background and understanding of these segments to the role.

Disco has been successful moving up-market. This individual will be closing mid-market deals and departmental solutions at larger, enterprise-size organizations. This individual will also be expected to provide strategic insights around how we can continue to succeed in these markets.

Customer feedback & learnings are an integral part of the sales process at Disco, therefore you will be responsible for translating customer feedback into actionable insights for our product & design team. You will also be collaborating closely with our sales & customer success teams to continue to iterate on the systems and tools we need to scale our go-to-market capabilities.

In the role, you’ll have the opportunity to:

• Prospect new business: You will source new sales leads & opportunities through outreach, social selling and tapping into the strength of your existing network.
• Close new business: You will own the sales process end-to-end (prospecting to demo to close). You will be quota carrying and will be responsible for reaching sales targets on a quarterly basis.
• Be a product expert: You are a Disco product expert and assist buyers through the sales process by qualifying, nurturing and closing sales opportunities.
• Be consultative: You take a consultative approach to all sales conversations. You look to add value throughout the entire sales process. Your primary goal is to solve problems for your clients.
• Collaborate: You will collaborate closely with many functions, including marketing, product & design and customer success. You will translate customer needs & learnings for your partners across the organization and advocate for the end customer.
• Strategize: You will take a strategic approach to how you tackle the market and you will constantly iterate on this approach based on what you learn. What works for one vertical may not work for all verticals.
• Champion & Follow Process: You understand the power of operational excellence and the need to follow processes, this includes being extremely diligent with updating our CRM (Hubspot) and staying on top of all tracking and actioning of activities

Who you are:

• Minimum 5 years experience of full-cycle sales experience selling B2B SaaS with a track record of consistently hitting quota
• Minimum 2 years experience selling into mid-market and/or enterprise
• Experience selling into the internal learning & development teams (preferred)
• Experience in the learning or education technology space is a bonus
• Take initiative: You are known for your strong work ethic and go-getter mentality. You have a bias to action and know when to ask questions along the way.
• Relationship-Builder: You pride yourself on your ability to build genuine connections with a wide range of people. You understand the importance of building strong relationships, and listening to customers
• Grit: You have unwavering grit and are able to work through adversity
• Life-Long Learner - You are excited about the prospect of learning new skills and embrace feedback
• Communication: You’re able to create and deliver messaging succinctly in a way that resonates with your target audience and inspires action, thanks to your excellent communication skills, both written and verbal.
• Empathy: Emotional intelligence is one of your superpowers. You understand your teammates & customers by stepping into their shoes and showing that you care.
• Organization: You are extremely organized and pride yourself on your ability to follow-up and follow-through.
• Owner: You act like an owner and take ownership for mistakes. You don’t place blame on others, and instead look for ways to be accountable.
• Experience selling/managing pipelines and familiar with tools like Hubspot, LinkedIn Sales Navigator, and other prospecting applications.

We are a remote-first team and are bringing together the best and brightest humans who have a shared purpose to reimagine learning. If our values align with yours, join us on our mission!

Disco is an equal-opportunity employer and believes a commitment to diversity and inclusion makes learning better for everyone. We encourage applications from Indigenous peoples, racialized people, people with disabilities, people from gender and sexually diverse communities, and/or people with intersectional identities.

We're seeking people who are passionate about reimagining the future of learning. We'd love to meet you!