Senior Director, Go-To-Market (GTM) Strategy and Planning

Your Impact

As the Senior Director of GTM Strategy and Planning at DISCO, you will be instrumental in shaping, executing and scaling our go-to-market strategies. Collaborating closely with Sales, Marketing, Customer Success, and Finance teams, you will drive short and long-term initiatives that enhance revenue growth, market penetration, and GTM operational efficiency. Your leadership will ensure that our GTM strategies are documented, data-driven, customer-centric, and aligned with DISCO’s overarching business growth objectives.You will play a crucial role in fostering a culture of strategic thinking and execution excellence within the organization.

What You'll Do

• Strategic Leadership: Develop and oversee comprehensive GTM strategies that align with DISCO’s growth targets and market opportunities. You will also be responsible for translating high-level business goals into tangible, actionable GTM plans.
• Cross-Functional Collaboration: Partner with key stakeholders across Sales, Marketing, Customer Success, and Finance to ensure cohesive planning and execution of GTM initiatives. You will act as a central orchestrator, ensuring cohesive planning, seamless execution, and consistent alignment of all GTM-related initiatives. This involves documentation, facilitating regular communication, joint planning sessions, and integrated program development to maximize impact and avoid silos
• Revenue Planning & Forecasting
  Lead the annual and quarterly planning cycles for GTM functions—building territory plans, compensation structures, capacity models, resource allocation, and revenue forecasts aligned with company growth objectives.
• Performance Analysis: Monitor and analyze key performance indicators (KPIs) to assess the effectiveness of GTM strategies, making data-driven adjustments as needed. By leveraging data-driven insights, you will identify areas for improvement, proactively recommend strategic adjustments, and ensure continuous optimization of our GTM efforts.
• Leadership: You have a proven track record of effectively leading and motivating cross-functional teams, influencing stakeholders at all levels of an organization, and successfully driving complex strategic initiatives from conception to measurable results. Your leadership style fosters collaboration, accountability, and a shared vision.

Who You Are

• Experience: 15+ years in strategic planning, business development, or related fields, with a focus on GTM strategies.
• Education: Bachelor’s degree in Business, Marketing, or a related field; MBA preferred
• Skills: Strong analytical skills, excellent communication abilities, proficiency in data analysis tools, understanding of complex data sets. You are also highly proficient in leveraging data analysis tools and CRM platforms to support data-driven decision-making.
• Revenue Models Knowledge: Deep understanding of consumption based and SaaS business models.

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