Regional Sales Executive

Summary

Join DISCO as a Regional Sales Executive and contribute to the company's growth in the ediscovery/legal technology industry. This field sales position, based in the greater NYC area, focuses on selling DISCO's eDiscovery, Managed Review, and Case Builder platforms to law firms and corporate legal departments. You will build and maintain strong client relationships, develop strategies to increase revenue, and analyze market trends. The role requires a proven track record in SaaS sales and experience working with Sales Development Representatives. DISCO offers a competitive salary, benefits, and opportunities for professional growth. The ideal candidate will have a minimum of 5 years of experience in complex sales environments and a demonstrated history of exceeding sales quotas.

Requirements

• Minimum 5 years in a complex selling environment requiring multi-level, multi-party support to develop and close deals
• Proven track record of success selling SaaS environments
• An expert in executing sales fundamentals including prospecting, cold calling, pipeline and Salesforce management to ensure accurate data capture and pipeline views
• Innate belief in a metrics driven approach to building a book of business
• Experience working with and developing Sales Development Representatives (SDRs) to source and nurture leads
• Solidified commitment to understand DISCO’s distinct position and differentiators and our commitment to transforming the manner in which our clients work
• Adept at partnering and collaborating with colleagues in all departments in order to exceed client expectations and to secure the resources required to win
• Ability to adapt, shift, and change quickly while maintaining a high quality of work and output
• Demonstrate strong interpersonal communication, organization, and are self-motivated with an entrepreneurial spirit

Responsibilities

• Sell the DISCO eDiscovery, Managed Review, and Case Builder platforms with responsibility for driving new business logos and expanding existing client revenue in the Big Law segment through direct and team selling regionally
• Create and nurture trusted, long-term relationships with clients that result in substantial multi-year revenue growth
• Relentlessly provide complete and appropriate solutions for all clients in order to increase top-line revenue growth, client acquisition levels and overall profitability through sourcing referrals from clients and prospects and quickly building a local network at the user level to drive viral growth
• Analyze market and territory potential, track sales, and maintain status reports that deliver upon client needs, issues, interests, competitive activities, and potential for cross-functional product sales and services
• Keep abreast of best practices and trends in assigned territory and overall market

Preferred Qualifications

• BA or BS a plus but not required
• Prior experience selling to the Amlaw 200, Global 200, and/or large regional law firms
• Demonstrated history of overachievement on annual quotas >$1M
• Subject matter expert in the business and practice of law, legal technology, competitive landscape, and market trends highly preferred
• Consistently ranked as a top performer in previous sales roles

Benefits

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