Sales Manager, Discord
Cross-Platform Gaming
$320-360k
OTE
+ Equity
Voice, video and text communication platform
Open for applications
Voice, video and text communication platform
1001+ employees
Open for applications
$320-360k
OTE
+ Equity
1001+ employees
Company mission
Discord's mission is to help friends and communities come together to hang out and explore their interests.
Role
Who you are
- We are seeking a dynamic Sales Manager for the Cross-platform Gaming vertical (PC/Desktop & Console Advertisers) to join our growing sales team at Discord
- This role is ideal for a highly motivated leader with a strong background in digital advertising, media sales, and account strategy who thrives in a fast-paced, zero-to-one environment
- 8+ years of experience in digital advertising, media sales, or brand marketing
- 3+ years of leadership experience (team lead, manager, or similar)
- Strong track record of meeting or exceeding revenue targets and driving successful sales strategies
- Experience managing and coaching sales teams, with a focus on performance, growth, and culture
- Deep understanding of advertising and media buying dynamics, particularly within the XP Gaming industry
- Proven ability to build and nurture senior-level client and agency relationships
- Strong strategic thinking and problem-solving skills, with the ability to balance team leadership and individual contributions
- Excellent presentation, negotiation, and communication skills
- Ability to work in a fast-paced, entrepreneurial environment, adapting quickly to new challenges and opportunities
- Willingness to travel for industry events and key client meetings
What the job involves
- This role is a people leadership position, responsible for leading a team of Account Executives and Account Managers while also driving strategic initiatives and revenue growth within Cross-platform (XP) Enterprise Gaming clients
- As a Sales Manager, you will play a critical role in coaching and developing your team, developing and executing sales strategies, managing senior-level client relationships, and working cross-functionally to advocate for XP gaming needs
- You will also be active in the market, representing Discord at key industry events and working directly with clients to help them achieve their marketing goals using our ad solutions
- This role will report into the Director of Sales, Gaming
- Lead, mentor, and develop a team of sales professionals (mix of AEs and AMs) to achieve individual and team revenue goals. Team size may grow based on business needs
- Establish a high-performance sales culture with a focus on coaching, collaboration, and professional growth. Partner with the Director of Gaming Sales to refine sales processes, set KPIs, and optimize team performance
- Own and drive revenue goals for the XP gaming sales team, ensuring the successful execution of sales strategies
- Support team in identifying new business opportunities while deepening relationships with existing clients and agency partners. Guide and support the team in negotiating and closing high-value deals
- Assist team in upfronts and Joint Business Planning with strategic accounts
- Serve as a thought leader within the XP gaming industry, actively participating in industry events, conferences, and networking opportunities
- Represent Discord’s ad solutions and value proposition in external forums and discussions
- Stay ahead of industry trends, emerging technologies, and competitive dynamics, sharing insights with the team and cross-functional partners
- Work closely with Product, Marketing, RevOps, and other internal teams to align sales efforts with product offerings and market needs
- Provide feedback on ad solutions and customer needs, helping shape the future of Discord’s advertising business
- Partner with Marketing to develop go-to-market strategies, case studies, and client success stories
Our take
Discord is an industry giant in the chat app space. The free platform has rapidly become one of the most popular services in the sector since being founded in 2015. It counts over 150 million active users in 19 million communities, successfully expanding beyond its original focus on video game players to become a broader social networking app and public forum.
Discord's userbase has grown rapidly as remote work has become the norm and a new generation of internet users has come online, attracted to its youthful presentation and plethora of gaming and social tools. It has since fended off takeover bids from Microsoft and interest from other giants such as Amazon and Twitter, and has grown into a profitable company, funded by optional subscription fees and commissions from sales through the platform.
Discord’s remarkable growth, however, is not without obstacles. The company faces competition from deep-pocketed giants like Facebook, and regulatory concerns from those worried about the platform’s relatively light chat moderation. However, the company has the resources and expertise to adapt. For example, the acquisition of harassment detection software company Sentropy will go a long way towards placating the concerns of critics, as will the 2024 acquisition of teen app Gas used to give anonymous compliments to friends. All of these purchases are part of Discord's move to expand out of its mostly gaming-focused customer base.
Steph
Company Specialist at Welcome to the Jungle
Insights
28% employee growth in 12 months
Company
Funding (last 2 of 9 rounds)
Sep 2021
$500m
SERIES H
Dec 2020
$100m
SERIES H
Total funding: $979.3m
Company benefits
- Comprehensive medical insurance including Health, Dental and Vision
- Mental health resources and quarterly wellness stipends
- 16+ paid holidays, 4 weeks of PTO + use-what-you-need sick days
- Paid parental leave (plus fertility, adoption and other family planning benefits)
- Flexible long-term work options (remote and hybrid)
- Volunteer time off
- A diverse slate of Employee Resource Groups
- Plus commuter contributions and other perks for office-based employees
Company HQ
Potrero Hill, San Francisco, CA
Leadership
Jason Citron
(CEO)Started out as a programmer at Papaya Studio, Stormfront Studios and Doublefine Productions. Also founded OpenFeint, a global mobile social gaming company.
Worked as a Software Engineer at Casamba and then Kabam. Was Lead Software Engineer at GREE International, and founded social network Guildwork.com in 2009.
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