Regional Sales Executive

About the role

You own the end to end sales cycle for Disco within a designated geographic territory in the legal technology market. Your primary mission is to drive revenue growth by selling into the Ediscovery and broader SaaS environments. You will act as the trusted advisor for law firms and corporate legal departments guiding them through complex procurement decisions. You are responsible for developing strategic account plans that map to long term client lifecycles. This role requires consistent collaboration with internal teams to ensure deal execution aligns with forecast objectives. You will translate customer needs into tailored Disco value propositions that directly address investigation and review workflows. Ultimately you are expected to consistently exceed annual revenue targets through disciplined new business development and strategic account management.

Key facts

What you'll do

• Conduct in depth discovery sessions with stakeholders to uncover precise ediscovery workflow challenges and document review requirements.
• Architect and deliver tailored sales presentations that highlight Disco capabilities around collection processing and case analytics.
• Build and maintain a robust pipeline of qualified opportunities using rigorous territory planning and prioritization techniques.
• Partner with customer success teams to ensure smooth onboarding and adoption which reinforces long term retention.
• Analyze competitive landscape dynamics to position Disco as the optimal solution for managing sensitive legal data at scale.
• Coordinate with product and implementation teams to gather feedback that shapes future enhancements and feature requests.
• Leverage data driven insights within reporting tools to forecast demand and identify expansion opportunities across existing accounts.
• Champion the adoption of AI powered features within Disco to improve efficiency in review cycles and decision making.
• Negotiate contract terms and service level agreements to align commercial outcomes with client risk profiles.
• Maintain meticulous records of all customer interactions and sales activities within the CRM system for audit and forecasting purposes.
• Develop multi year account strategies that map key decision makers and stakeholder influence across legal and IT organizations.
• Attend industry conferences and local events to strengthen the Disco brand and generate new qualified demand.
• Collaborate with marketing teams to create targeted content that addresses specific ediscovery pain points in the legal sector.
• Provide structured feedback to leadership regarding market trends competitor moves and emerging client expectations.

Requirements

• Hold a minimum of 3 years of cumulative professional work experience with at least 2 years in field sales roles.
• Demonstrate a documented history of managing a defined territory and nurturing complex account relationships.
• Show consistent evidence of meeting or exceeding predefined sales quotas and performance metrics.
• Bring prior experience selling legal technology solutions or operating within SaaS based product environments.
• Possess valid employment authorization to work in the United States without requiring sponsorship currently or in the future.
• Be prepared to operate under the constraints that Disco does not sponsor visas including but not limited to H-1B TN or EAD.
• Acknowledge that Disco is not designed to accept visa transfer requests under any current policy conditions.
• Commit to adhering to all internal compliance guidelines and data handling standards relevant to legal sector operations.

Nice to have

• Exhibit advanced consultative selling skills when articulating complex value propositions to executive stakeholders.
• Display polished presentation negotiation and relationship building capabilities across diverse organizational cultures.
• Show initiative in identifying prospective accounts conducting outreach and converting inbound interest into qualified opportunities.
• Demonstrate exceptional organizational discipline while managing numerous concurrent accounts and shifting priority demands.
• Leverage Salesforce or other similar CRM platforms to maintain accurate sales stages and forecast data integrity.

Practical notes

This role requires occasional travel to customer sites and industry events within the assigned territory. The position is open to candidates who are authorized to work in the United States without sponsorship. No visa sponsorship or transfer options are available for this position.