Regional Sales Executive Class Actions Mass Torts Solutions

About the role

The Regional Sales Executive, Class Actions Mass Torts Solutions is a field sales position responsible for owning the end-to-end sales cycle with class action and mass tort law firms. The role focuses on driving new sales revenue and expanding existing relationships within an assigned Book of Business. Success in this position establishes Disco as a preferred vendor for case discovery and analytics by aligning the platform with the specific workflows and pain points of legal teams. The executive translates complex legal technology capabilities into clear value propositions for decision makers while maintaining strict compliance with authorization requirements and data security standards. This is a remote, full-time role compensated with a base salary, commissions, and RSUs.

What you'll do

You will manage your assigned territory and develop it to full revenue potential across class action and mass tort practices. This includes developing and executing strategic sales plans to achieve or exceed annual revenue targets, tracking progress, and refining tactics in real time. A core responsibility is identifying and contacting potential new accounts within the territory, converting leads into sales, and growing the number of active clients annually. You will manage existing accounts by creating tailored account plans that maximize revenue and satisfaction through upsells and cross-sells of additional Disco products and services.

A significant portion of the role involves entering customer data, sales activities, and forecasts into the CRM system to maintain organized records of pipeline and account details. You will submit timely sales forecasts and reports to support accurate forecasting and business planning. You will conduct consultative discovery sessions to uncover firm discovery needs and align Disco solutions with priorities. This includes delivering compelling presentations and demonstrations that highlight how Disco simplifies ediscovery and legal document review. Building and maintaining long term relationships with key stakeholders at law firms is essential to positioning Disco as a trusted advisor. You will also collaborate internally with product, legal, and support teams to refine messaging and address client feedback.

Requirements

The position requires 5+ years of field sales experience within the Class Action Mass Tort practice area. Candidates must have experience selling software, services, or technology to law firms and a track record of meeting and exceeding sales quotas. Existing relationships with class action and or mass tort law firms are expected. A deep knowledge of class action and mass tort litigation processes and discovery needs is required. Experience practicing law in securities, antitrust, environmental, or similar practice areas is specified as a preferred qualification.

The role demands excellent presentation, negotiation, and relationship-building skills, along with strong consultative selling abilities and the capacity to communicate complex value propositions. Expert knowledge of class action and mass tort litigation and the associated discovery process and client pain points is essential. Proficiency with Salesforce or other CRM software is required. All employees are expected to proactively adopt and responsibly use AI tools to drive efficiency, improve outcomes, and continuously evolve how they operate in their role. Authorization to Work in the U.S. is required; candidates must be legally authorized to work in the United States without sponsorship now or in the future. Disco is not currently sponsoring visas, including, but not limited to, H-1B, TN, or EAD, and is not accepting visa transfers.

Nice to have

The source does not specify any nice to have qualifications or preferences beyond the listed requirements and key facts.

Practical notes

This is a remote role with no specific hours stated in the source. There is no travel requirement stated in the source. The compensation package includes base salary plus commissions and RSUs. The company provides benefits including medical, dental and vision insurance, as well as a 401k. Additional perks include competitive salary plus RSUs, flexible PTO, and an opportunity to be part of a company that is revolutionizing the legal industry with growth opportunities throughout the organization. No deadline for applications is provided in the source.