Vice President, Sales Development & Inside Sales

| Austin
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Your Impact

DISCO is looking for a senior leader to take on the role of Vice President of Sales Development & Inside Sales. In this role you will report to the Senior Vice President, Global Sales and be responsible for the continued growth of the U.S. market along with building an international team. In this role, you will be scaling and leading high-growth enterprise SaaS SDR and Inside Sales teams of more than 50 SDRs, 20 Inside AEs, first line, and second line managers/directors. Your focus will be to continue to build out our presence in the legal vertical along with developing and expanding our corporate team to capture new verticals. This is an exciting opportunity to build a robust team of SDR’s & Inside Sales representatives who will have a large impact on the success and trajectory of DISCO.   

What You’ll Do
  • You will scale and lead our team of 20 SDRs to 55+ SDRs with the understanding that the DISCO SDR team is considered a great resource of internal growth (high turnover to promoted positions)
  • You will transform the SDR culture into a world class productive lead generation team by removing obstacles, performance coaching, streamlining the sales cadence development, and process execution with focus on efficient calling activity
  • You will scale our Inside Sales team of 6 to 16+ AEs to more effectively penetrate the white space and litigation boutique market not covered by field sales
  • You will work with appropriate resources to expand and develop efficient recruiting, onboarding, internal training, and best practices understanding your team is the foundation of future growth and future leaders
  • You will work with Inside Sales leadership to ensure goals are properly established and exceeded; partnering with the field organization to optimum market coverage
  • You will develop reporting, communicate, and manage lead conversion KPIs on a weekly basis to the Executive Team. In conjunction with that knowledge, you will actively manage and pull levers to drive better conversion rates and higher close rates  
  • You will partner effectively across departments to strategize and prioritize various initiatives. The primary cross-functional partnership will be with the field sales team and the marketing organization to ensure the SDR team is filling the top of the funnel and the Inside Sales team is supplementing field sales coverage to improve market penetration and create Raving Fans of DISCO. This includes creating and executing multiple campaigns to drive market awareness and engagement with target accounts.
Who You Are
  • You have 7-10 years of experience working with a quota carrying Inside Sales or SDR team, preferably with a high growth SaaS company
  • You bring experience in handling high-velocity growth and ability to manage obstacles that spawn from that high pace environment 
  • You have proven experience in scaling a team quickly and efficiently within multiple market segments and structuring incentive plans to drive motivation and top performance
  • DISCO is a data-driven company, so you must have a savvy understanding of KPIs and the ability to communicate KPIs and various other deliverables to the Executive team 
  • You are adaptable with the ability to identify problems and handle internal/external issues efficiently 
  • You can identify top performers and build career paths that support each individual
  • You have experience with the full sales tech stack including Salesloft and Salesforce
  • Legal industry experience is a plus
Location & travel
  • This job is located in Austin, TX. No travel will be required.

DISCO provides a cloud-native, artificial intelligence-powered legal solution that simplifies ediscovery, legal document review and case management for enterprises, law firms, legal services providers and governments. Our scalable, integrated solution enables legal departments to easily collect, process and review enterprise data that is relevant or potentially relevant to legal matters.

In 2020, 171 law firms in the 2020 AmLaw 200 used DISCO in the course of legal work on behalf of their clients. More than 800 enterprises, law firms, legal services providers and government organizations are DISCO customers.

Are you ready to revolutionize the practice of law? Join us!

Perks of DISCO
  • Open, inclusive, and fun environment
  • Benefits, including medical, dental and vision insurance, as well as 401(k) (EU coming soon)
  • Competitive salary plus stock options
  • Flexible PTO 
  • Opportunity to be a part of a company that is revolutionizing the legal industry
  • Growth opportunities throughout the company

We are an equal opportunity employer and value diversity. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.

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Technology we use

  • Engineering
  • Product
    • .NETLanguages
    • C#Languages
    • JavaLanguages
    • JavascriptLanguages
    • PythonLanguages
    • ReactLibraries
    • ReduxLibraries
    • FlaskFrameworks
    • TorchFrameworks
    • IllustratorDesign
    • PhotoshopDesign
    • SketchDesign
    • ConfluenceManagement
    • JIRAManagement


While we're WFH right now, our office is off Loop 360. We have a great office balcony where we can work and enjoy the view.

An Insider's view of DISCO

How would you describe the company’s work-life balance?

DISCO enables me to split my energy between work and other aspects of my life that are important. Our flexible PTO truly relieves the stress of taking time off to take care of our personal lives.


Account Executive

What makes someone successful on your team?

We talk a lot about personal brand on my team: how you show up to a conversation and partner with those around you to successfully close a sale can often be a key factor in success. Whether it is committing to a positive experience for the client or welcoming a new customer, giving your all, all the time, is a part of our culture.


VP of Sales, West

How do you make yourself accessible to the rest of the team?

Our team leadership holds virtual office hours to replicate the quick discussions and fast problem-solving that doesn’t always require a 30-minute meeting to address. We share best practices and lessons learned from conversations with our current and future customers.


Chief Revenue Officer

What’s the vibe like in the office?

Our Product Delivery team is made up of people who are very smart and passionate about their craft, whether it's software engineering, product management, or design. These folks come energized by the challenge of solving hard problems. They love what they do and making amazing software.


Engineering Office Manager

What are DISCO Perks + Benefits

DISCO Benefits Overview

DISCO knows its employees are the secret of our success. Our focus is keeping DISCO a great place to work, which includes providing benefits and perks that help our employees live up to their potential.

Volunteer in local community
DISCO Cares was born out of Hurricane Harvey rescue and rebuild efforts and our shared belief that to help is human. It's driven by our employees and supported by our leadership.
Partners with Nonprofits
Friends outside of work
Open door policy
Team owned deliverables
Team based strategic planning
Group brainstorming sessions
Open office floor plan
Dedicated Diversity/Inclusion Staff
Unconscious bias training
Leadership has gone through racial equity training.
Hiring Practices that Promote Diversity
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
DISCO employees who have elected to have an FSA can contribute up to $2650 annually.
Disability Insurance
Dental Benefits
Our dental plan has a $0 premium for the employee, with a reasonable monthly premium up for additional family members.
Vision Benefits
Our vision plan has a $10 copay for annual well vision exams and an $180 allowance for glasses and $150 allowance for contact lenses.
Health Insurance Benefits
DISCO offers a variety of health insurance plans. Our high deductible plans cover 100% of the employee's premium with an HSA and we also provide PPO/FSA plans.
Life Insurance
Pet Insurance
Wellness Programs
Onsite Gym
Mental Health Benefits
Retirement & Stock Options Benefits
Company Equity
Performance Bonus
Match charitable contributions
Child Care & Parental Leave Benefits
Child Care Benefits
DISCO offers a dependent care FSA where employees can contribute up to $5000 tax-free dollars towards child or elder care.
Generous Parental Leave
DISCO provides up to 12 weeks of parental leave for the primary caretaker. We also provide 4 weeks of leave for the secondary caretaker.
Flexible Work Schedule
DISCO provides employees with flexibility. Particularly as we work from home during the pandemic, we recognize our employees' families may require additional flexibility as they juggle work and home.
Remote Work Program
We are working from home during the pandemic. Our leadership has conducted remote work surveys to assess employee needs and employees will be allowed to WFH through June 2021.
Family Medical Leave
Restricted work hours
While lunch meetings were a common thing when working in the office and enjoying free delivered lunch, during the pandemic, we have restricted the noon hour to being a meeting-free hour.
Vacation & Time Off Benefits
Generous PTO
Paid Volunteer Time
Paid Holidays
Paid Sick Days
Perks & Discounts
Casual Dress
Commuter Benefits
DISCO offers pre-tax commuter benefits for employees where transit and parking are relevant costs.
Free Daily Meals
Austin employees get free lunch on Monday-Friday.
Stocked Kitchen
DISCO has a well-stocked kitchen including healthy snacks, sodas, coffee, cold brew, and Topo Chico.
Some Meals Provided
Austin employees get free lunch on Monday-Friday.
We offer employees free on-site garage parking.
Recreational Clubs
Seasonal sports/fitness groups like kickball, with yoga at the office year-round
Professional Development Benefits
Lunch and learns
Cross functional training encouraged
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