This role focuses on strategic quota and commission modeling, providing insights to leadership, managing incentive rollout, and ensuring cross-functional alignment in a sales operations context.
Your ImpactThis is a high-impact, strategic role sitting at the intersection of Finance, Sales Operations, and GTM Leadership. While maintaining technical excellence in quota and commission modeling, this individual serves as a strategic architect, partnering with leadership to design incentive structures that drive the right sales behaviors. You are a GTM advisor who translates corporate strategy into actionable compensation design and helps the field navigate complex organizational changes.What You'll Do
- Strategy Design & Quota Modeling: Act as the primary architect for quota and plan modeling. Beyond execution, you will provide "what-if" scenario modeling to leadership to stress-test new GTM strategies before they are finalized.
- GTM Partnership & Advisory: Serve as a bridge between the GTM Strategy & Planning team and the field. Proactively identify gaps in rep performance or plan effectiveness and suggest design pivots to GTM leadership.
- Incentive Rollout & Evangelism: Lead the strategic communication and rollout of annual plans. You will create the narrative that explains the "why" behind the plan to ensure buy-in from ~200+ reps and managers.
- Field ROI & Performance Insights: Analyze field incentive ROI and attainment trends. Use this data to present quarterly "Strategic Health Checks" to GTM leaders, highlighting where incentives are succeeding and where strategy needs adjustment.
- Change Management & Operations: Manage the operational lifecycle of reps (onboarding, role changes, account movements) with a focus on minimizing friction and maintaining high field morale during transitions.
- Cross-Functional Alignment: Partner with Legal and HR to ensure that all strategic designs are compliant, scalable, and aligned with broader company culture.
- 5-8+ years of experience in Sales Operations, Revenue Operations, or FP&A
- Experience in a strategic consulting role or a high-growth SaaS environment where you influenced GTM design
- Strategic Storytelling: Ability to take complex data and turn it into a compelling narrative for VPs and Directors.
- Advanced Modeling: Expert-level Excel/Google Sheets skills for building dynamic, multi-variable GTM models.
- Systems Advisory: Proficiency in Salesforce (SFDC) and commission software (CaptivateIQ/Xactly/Spiff), with the ability to advise on how systems can better support strategy.
- 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
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
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.
Similar Jobs
Automotive • Big Data • Information Technology • Robotics • Software • Transportation • Manufacturing
The Senior Environmental Engineer leads the Metal Removal Fluids strategy, ensuring compliance, governance, and performance across global propulsion operations, while overseeing technical aspects and engaging with cross-functional teams.
Top Skills:
Chemical ManagementCoolant ManagementHealth And Safety PracticesMetal Removal Fluids
AdTech • Big Data • Digital Media • Marketing Tech • Database • Automation
The Account Manager will develop and present mail plans and retention strategies for nonprofit clients, focusing on donor acquisition programs through direct mail and digital campaigns.
Top Skills:
ExcelMicrosoft WordPowerPoint
eCommerce • Fashion • Other • Retail • Sales • Wearables • Design
The Sales Associate II is responsible for delivering personalized shopping experiences, building client relationships, driving sales, and supporting daily store operations while maintaining service standards.
Top Skills:
IpadLaptopMobile PosPos OperationSocial Selling Platforms
What you need to know about the Boston Tech Scene
Boston is a powerhouse for technology innovation thanks to world-class research universities like MIT and Harvard and a robust pipeline of venture capital investment. Host to the first telephone call and one of the first general-purpose computers ever put into use, Boston is now a hub for biotechnology, robotics and artificial intelligence — though it’s also home to several B2B software giants. So it’s no surprise that the city consistently ranks among the greatest startup ecosystems in the world.
Key Facts About Boston Tech
- Number of Tech Workers: 269,000; 9.4% of overall workforce (2024 CompTIA survey)
- Major Tech Employers: Thermo Fisher Scientific, Toast, Klaviyo, HubSpot, DraftKings
- Key Industries: Artificial intelligence, biotechnology, robotics, software, aerospace
- Funding Landscape: $15.7 billion in venture capital funding in 2024 (Pitchbook)
- Notable Investors: Summit Partners, Volition Capital, Bain Capital Ventures, MassVentures, Highland Capital Partners
- Research Centers and Universities: MIT, Harvard University, Boston College, Tufts University, Boston University, Northeastern University, Smithsonian Astrophysical Observatory, National Bureau of Economic Research, Broad Institute, Lowell Center for Space Science & Technology, National Emerging Infectious Diseases Laboratories
