Founding Account Executive | AI GTM Platform

Distill

5d•Remote

About The Position

Distill gives every founder and executive a "mini-me" that does outreach for them. Customers would rather hear from founders than salespeople, but founders don't have the time. Distill does it for them: deep research on each person, tight and human messages that get industry-leading response rates, turning cold outreach into real conversations. Distill is backed by top tier VCs (funding has yet to be announced) and was founded in 2024 by Russ Heddleston and Tim Su. Both are multi-time founders with exits under their belts who love building usable, delightful B2B software that targets the end user. Tim previously started and sold a todo app called Astrid to Yahoo! and then went on to start Tandem, a remote work communication tool backed by a16z. Russ previously started and sold Pursuit.com to Meta and then started and sold DocSend to Dropbox. Distill is a remote-first team as Tim is happily settled in Mountain View and Russ is up in Whistler. Come join as we make use of LLMs to create delightful B2B software that end users love! We're looking for one of our first Account Executives to help build the next stage of Distill's growth. You'll work directly with our founders to turn founder-led outbound into customer conversations, run discovery and product demos, close new business, and help shape how we sell as we grow. Along the way, you'll partner closely with Product and Engineering to bring customer feedback into the product, refine our messaging, and help build a repeatable sales playbook. As one of the earliest members of our commercial team, you'll help define how we acquire customers and scale our go-to-market motion.

Requirements

2–4 years of experience as a closing Account Executive in B2B SaaS.
Experience selling in an early-stage or high-growth startup environment is strongly preferred.
A track record of meeting or exceeding quota and contributing to new business growth.
Experience managing opportunities from discovery through close.
Strong consultative selling skills with the ability to understand customer challenges and communicate business value.
Comfortable working directly with founders and collaborating across Product, Engineering, and Customer Success.
Curious, resourceful, and excited to help build processes—not just follow them.
Comfortable learning AI products and adopting new technologies quickly.
Excellent written and verbal communication skills.

Responsibilities

Own opportunities from discovery through close, partnering with founders to move qualified prospects through the sales process.
Run discovery calls, product demonstrations, pilot conversations, commercial negotiations, and contract close.
Help build pipeline through outbound prospecting, follow-up, relationship building, and founder-generated opportunities.
Work closely with Russ, Tim, and John to convert founder-led outreach into repeatable sales opportunities.
Deliver consultative, value-based product demos that clearly communicate customer outcomes.
Manage the sales process end-to-end, including discovery, demos, stakeholder coordination, objection handling, commercial conversations, and closing.
Partner with founders to refine messaging, positioning, pricing conversations, and demo flow as we build a repeatable sales process.
Capture customer feedback, objections, and buying patterns to improve both the product and our go-to-market strategy.
Partner with Product and Customer Success to ensure successful customer onboarding and a seamless customer experience.
Represent Distill at customer meetings, conferences, and industry events as opportunities arise.