General Manager, DISCOx at DISCO
- Remote.
Your Impact The General Manager, DISCOx is a business leader responsible for turning an AI-native litigation venture into a scalable, high-growth revenue driver. Reporting to the Chief Product, Technology & Strategy Officer, they own DISCOx as an internal incubator, defining GTM strategy, product priorities, P&L economics, and initial customer acquisition. They set the strategy for DISCOx , building a founding team who closes enterprise deals, and guiding cross-functional capacity across Marketing, Finance, Product, and Sales to build a market-defining litigation business. What You'll Do Commercial Strategy & Execution: Builds the end-to-end commercial model, including pricing, packaging, buyer segmentation, and GTM strategy to prove out the commercial model and sales motion to prepare us for scale. Drives early-stage sales alongside executives, running pilots and closing initial paying customers with law firm litigation partners and General Counsel. Product Business Ownership: Serves as the primary business owner for the DISCOx product. Sets feature roadmap for DISCOx, balances strategic trade-offs, and translates field feedback into software capabilities that establish product-market fit. Incubator Operations & Team Execution: Leads DISCOx as an internal incubator backed by CEO mandate. Leads a lean direct team while mobilizing and directing committed cross-functional capacity across Marketing, Finance, Legal, HR, Operations, and Customer Success Financial & Growth Governance: Maintains full oversight of P&L economics, variable AI delivery costs, and gross margins. Delivers candid monthly performance readouts to executive leadership and owns the strategic "graduation decision" to determine when DISCOx is ready to scale. Market Credibility & Stakeholder Engagement:. Sets strategy for DISCOx, aligning internal SLT and board leadership around our objectives and needs. Represents DISCO to the market to establish us as a respected leader. Who You Are 8-10 years of progressive professional experience, including a proven track record of building a business line or product from zero to revenue as a founder or internal incubator leader. Experience in managing and leading high-performing teams. Direct P&L or business unit economics ownership, managing gross margins and variable cost structures. Hands-on experience personally closing complex enterprise deals with conservative buyers (e.g., law firm management committees, corporate legal departments). Excellent leadership and team management skills, with the ability to inspire and motivate teams. Ability to define pricing, packaging, and commercial positioning from scratch in uncharted markets. Exceptional capability to influence, align, and direct cross-functional partners (Marketing, Finance, Legal, HR, Operations, Customer Success) Proven ability to hold technical architecture conversations with engineering teams and navigate high-stakes commercial negotiations with corporate legal and law firm leaders. Ability to generate a strategic mandate independently and drive progress without existing blueprints or playbooks. Proficiency with financial modeling, margin design, and business intelligence/data analytics tools to track business health and pilot performance. 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. …