---
title: 'Senior Manager, GTM Enablement at DISCO'
canonical: 'https://feeny.ai/job/senior-manager-gtm-enablement-disco-austin-a0dr8j6ezfmb'
type: 'job'
last_seen: '2026-09-09'
---

# Senior Manager, GTM Enablement at DISCO

- **Company:** DISCO
- **Location:** Austin, TX
- **Posted:** 2026-08-28
- **Last confirmed live:** 2026-09-09
- **Apply:** https://www.csdisco.com/careers-listing?gh_jid=8759605002

## Job description

## Your Impact

The Senior Manager, GTM Enablement is responsible for building, executing, and scaling DISCO’s Sales and Customer Success enablement engine. They bridge Sales, Customer Success, Product Marketing, Strategy, Operations, and Product to translate company strategy into field readiness. They own the enablement strategy for the full revenue organization (Sales Development Reps (SDRs), Account Executives, (AEs), Regional Sales Executives (RSEs), and Customer Success Managers (CSMs), driving faster rep ramp, higher win rates, shorter sales cycles, and consistent deal execution.

## What You'll Do

- Enablement Architecture & Program Strategy: Owns the end-to-end architecture, and multi-quarter enablement strategy and roadmap across all GTM roles (AEs, SDRs, AMs, and CSMs). Structures enablement around the three core operational pillars of Content, Training and Measurement. Proactively identifies field performance gaps and skill deficiencies across GTM roles using call recordings, pipeline data, and manager inputs, converting those insights into targeted learning initiatives and performance improvement frameworks. Designs continuous enablement programs as field operating systems (playbooks, discovery guides, objection frameworks, and talk tracks) rather than isolated, one-time training events.
- Onboarding & Ramp Acceleration: Reviews, leads, and continuously optimizes a structured onboarding curriculum and certification framework to ramp all new revenue hires through their first 60 days. Establishes clear readiness milestones and certification gates prior to independent field execution to accelerate time-to-first-deal and shorten overall ramp time. Partners cross-functionally with Product Marketing, Marketing, Product, Solution Architects and Operations to deliver fast fluency on product platforms, buyer personas, value propositions, and market positioning.
- 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

## 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.

## About DISCO

## Company Overview
- **One-liner**: DISCO provides a cloud-native, AI-powered platform and expert professional services for eDiscovery and litigation management, helping law firms and corporations manage complex legal matters.
- **Entity Type**: Public (NYSE: LAW)
- **Headquarters**: Austin, Texas, USA
- **Founded**: 2013
- **Founders**: Eric Friedrichsen (CEO) and others

## Core Business
- **Primary industry**: Legal Technology (LegalTech) / eDiscovery
- **Target customers**: Law firms, corporate legal departments, and government agencies (B2B, Enterprise)
- **Mission or purpose statement**: "We're with you in every case." The company focuses on using technology to transform the practice of law, helping legal professionals get to smarter outcomes faster.

## Products & Services
- **DISCO Ediscovery**: A cloud-native, AI-powered eDiscovery platform for preserving, collecting, reviewing, and producing electronically stored information (ESI) in litigation and investigations.
- **Cecilia**: A generative AI chatbot and investigation tool built for lawyers, allowing them to ask questions and get answers from case documents.
- **Auto Review**: Generative AI-powered document review software designed to transform and accelerate the document review process.
- **Case Builder**: A cloud-based case strategy and deposition review platform that automates repetitive tasks.
- **Timelines**: A tool to create and update legal chronologies quickly with the help of AI.
- **Hold**: A module for legal hold management, including data preservation, custodian notification, and tracking with a defensible audit trail.
- **Enterprise Managed Services**: End-to-end eDiscovery services including forensic services, collections, and managed document review, backed by a team of expert litigation support professionals.

## Market Standing
- **Valuation/Market Cap**: As of July 2025, DISCO has a market capitalization of approximately $1.2 billion (publicly traded on NYSE: LAW).
- **Key Metric**: Annual Revenue (Public): For the fiscal year 2024, DISCO reported total revenue of $148.5 million, representing 14% year-over-year growth.
- **Notable Investors/Partners**: As a public company, major institutional investors include entities like BlackRock, Vanguard, and other large asset managers. Key partners include major law firms and corporations globally.
- **Growth Signals**: DISCO is investing heavily in generative AI (Cecilia, Auto Review) to differentiate its platform. The company has expanded its global footprint with offices in Austin (HQ), New York, London, and New Delhi. It continues to grow its customer base among top law firms and corporate legal departments.

## Competitive Advantages
- **AI-First Platform**: DISCO has deeply integrated generative AI (Cecilia, Auto Review) into its core eDiscovery workflow, offering a significant efficiency advantage over legacy competitors.
- **Cloud-Native Architecture**: The platform is built entirely in the cloud, offering scalability, security, and ease of use that legacy on-premise solutions cannot match.
- **End-to-End Offering**: Combines cutting-edge software with expert professional services (forensics, managed review), creating a "one-stop shop" for litigation support.
- **Purpose-Built for Litigation**: Unlike general-purpose AI tools, DISCO's AI is trained and designed specifically for the legal domain, making it more accurate and defensible for legal workflows.

## Strategic Focus
- **AI Leadership**: DISCO is aggressively investing in generative AI to automate core litigation tasks (document review, chronology creation, fact investigation), aiming to make its platform indispensable.
- **Platform Expansion**: The company is expanding its suite of tools beyond traditional eDiscovery into case strategy and deposition review (Case Builder, Timelines).
- **Global Growth**: DISCO is expanding its international presence, particularly through its London and New Delhi offices, to serve a global client base.
- **Customer Success**: The company emphasizes a "partner" model, blending technology with expert professional services to ensure customer success and retention.

## Why Work Here
- **Culture & Values**: DISCO emphasizes a culture of belonging, diversity, equity, and inclusion. Core values include "Team Excellence," "A Collaborative Workplace," "Community Impact," and "Continuous Learning."
- **Work Model**: The company supports a hybrid/remote-friendly environment, with many roles listed as "Remote" or based in offices in Austin, New York, London, and New Delhi.
- **Perks**: Benefits include competitive base salary, medical/dental/vision insurance, and open PTO. The company describes its culture as a "start-up culture" with growth opportunities.
- **Engineering Culture**: DISCO is at the forefront of applying AI (including generative AI) to legal workflows, offering engineers and product teams the chance to work on cutting-edge technology in a high-stakes domain.
- **Social Impact**: The company runs programs like DISCO Pro Bono, DISCO for Schools, and DISCO Cares, allowing employees to give back to their communities.

## Sources
1. [csdisco.com](https://csdisco.com/company/about-us)
2. [csdisco.com](https://csdisco.com/)
3. [csdisco.com](https://csdisco.com/careers)
4. [ir.csdisco.com](https://ir.csdisco.com/overview/default.aspx)

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