Live Facilitation, Skill-Building & Field Coaching: Leads the content strategy and delivery of DISCO’s annual Sales Kickoff meeting ensuring key product initiatives and sales methodologies are effectively aligned and delivered. Continually coaches and reinforces the MEDDPICC core sales framework across the field. Facilitates interactive live and virtual workshops, role-play practice, win clinics, and demo practice sessions. Translates complex product features into clear, business-outcome messaging for executive buyers.
Manager-First Coaching & Reinforcement Motion: Develops a manager-first enablement framework: builds monthly "manager kits," coaching guides, team meeting prompts, and 1:1 drill frameworks. Equips leaders to act as continuous coaches, holding their teams accountable to the standard post-training.
Sales Content, Collateral & Asset Management: Develops, centralizes, and maintains high-utilization sales assets, including pitch decks, battlecards, demo flows, persona guides, and competitive playbooks in conjunction with Product Marketing.
AI-Accelerated Workflows & Sales Tech Stack Integration: Leverages modern generative AI tools to accelerate content creation, scenario generation, and presentation design. Implements AI role-play tools and automated scoring rubrics to give reps interactive practice before live customer calls. Drives field adoption and ongoing training across the sales technology stack (Salesforce, Outreach, Dealhub, Ironclad CLM, and other tech stack tools).
Analytics & Business Impact: Partners closely with operations to connect enablement initiatives directly to leading and lagging metrics (ramp time, win rate, stage progression, attach rate, and plan attainment). Uses conversational intelligence to track messaging adoption, identify call bottlenecks, and report quantifiable field behavior changes to executive leadership. Presents quarterly enablement business reviews (QBRs) to C-suite leadership detailing training impact, rep productivity gains, and field readiness.
People Management & Team Leadership: Directly manages, coaches, and develops a high-performing enablement team. Sets clear KPIs and individual growth goals for enablement team members. Cultivates a culture of continuous learning, empathy, operational speed, and high performance within the enablement team.
Who You Are
12+ years of progressive experience in sales / field enablement, or related GTM-facing functions within B2B SaaS, Enterprise Software, or High-Tech environments, and 2+ years of direct people management.
Experience building, scaling, or standing up an enablement function in high-growth companies.
Experience successfully rolling out and driving field adoption of the MEDDPICC sales methodology across an entire GTM organization.
Demonstrated prior impact on revenue and sales outcomes, such as accelerating rep ramp speed, increasing win rates, shortening deal cycles, and driving measurable program adoption.
Experience with revenue tooling, including Salesforce CRM, conversation intelligence, Outreach, and Learning Management Systems.
Even Better If You Have…
Experience with MEDDPICC, other selling methodologies, Chorus, Salesforce
Ability to design content, playbooks, and training from real customer conversations and complex enterprise sales cycles
Knowledge of instructional design frameworks applied pragmatically for fast field adoption
Strong leadership and communication skills, with the ability to influence and collaborate across all levels of the organization
Excellent project management skills, with the ability to manage multiple projects simultaneously and drive them to completion on schedule
Outstanding creative skills for crafting engaging and compelling learning content
Proficiency in sales enablement technologies and tools, such as CRM systems, sales engagement platforms, and content management systems
Authorization to Work in the U.S.: 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 we are not accepting visa transfers.
Perks of DISCO
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
NYC Pay Range
$140,000—$170,000 USD
About DISCO
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.
At DISCO, we believe AI is a core enabler of how work gets done. 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.
Are you ready to help us fulfill our mission to use technology to strengthen the rule of law? Join us!
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.
