Founding Account Executive | AI GTM Platform

Distill•,

5d•$100,000 - $150,000•Remote

About The Position

Distill manages outreach for founders and executives so they can focus on running their companies. Our AI-powered platform and dedicated Account Strategists keep outreach moving while customers stay in control. We focus on thoughtful, relevant messages that protect our customers’ reputations and start conversations with people who matter to their business. Founded in 2024 by serial entrepreneurs Russ Heddleston (DocSend → Dropbox, Pursuit → Meta) and Tim Su (Astrid → Yahoo, Tandem), we’re a remote-first team helping busy leaders build valuable relationships.

Requirements

Prior SDR or BDR experience is required. You have personally run outbound prospecting, including researching accounts, identifying decision-makers, writing outreach, following up, and booking meetings.
Deep empathy for the buyer. You understand outbound firsthand and can connect that experience to the needs of busy founders and executives who want qualified meetings without managing outreach themselves.
Practical judgment about outbound. You can recognize weak targeting or messaging, explain what needs to change, and help customers improve during their trial.
Strong discovery and communication skills. You listen carefully, ask useful questions, and explain recommendations clearly in writing and on calls.
Curiosity and sound judgment. You can quickly understand unfamiliar businesses and make thoughtful recommendations without relying on a fixed script.
Hands-on ownership. You’re willing to work directly on customer setup, targeting, and messaging to help trials succeed.
Excellent organization and follow-through. You can manage multiple opportunities and active trials without losing context or momentum.
Ambition and coachability. You welcome feedback, enjoy practicing your craft, and want to work closely with a founder.
Comfort with AI tools and startup ambiguity. You’re eager to learn an evolving product and help build the process as you go.

Nice To Haves

Experience as an AE or converting trials into paying customers.
Experience selling sales technology, recruiting technology, GTM tools, or workflow software.
Familiarity with LinkedIn prospecting, conference campaigns, and warm-introduction workflows.
Experience at an early-stage startup.

Responsibilities

Run discovery calls that uncover a prospect’s goals, audience, current workflow, and challenges.
Deliver demos that connect Distill’s capabilities to the buyer’s specific needs.
Help prospects choose the right starting point: targeted outbound, conference outreach, existing-network campaigns, or warm introductions.
Use your outbound experience to assess targeting, messaging, and whether a proposed campaign is likely to work.
Agree on a focused use case, clear success criteria, and a timeline for evaluating the trial.
Help customers get set up, select their target audience, develop messaging, and launch their first campaign.
Stay close throughout the trial: monitor progress, address obstacles, and help improve targeting or messaging.
Keep customers engaged with proactive check-ins and clear next steps.
Bring in Account Strategy or Product when their expertise can help the customer succeed.
Review trial results with customers and connect those results to their business goals.
Address objections, align on expectations, and close signed quarterly commitments.
Own timely, thoughtful follow-up from the first conversation through conversion.
Keep the CRM current across sales opportunities and active trials, with clear next steps, owners, and timelines.
Partner with the CEO on calls and progressively take ownership of the full sales cycle.
Capture the customer’s goals, audience, campaign approach, trial results, and commitments made during the sales process.
Ensure Account Strategists understand what worked, what needs improvement, and what the customer expects next.
Coordinate the transition so customers maintain momentum and don’t have to repeat themselves.
Turn successful calls, common objections, effective follow-ups, and trial learnings into reusable materials.
Share buyer feedback with the founders, Product, and Account Strategy.
Practice calls, seek feedback, and test ways to improve discovery, demos, trial outcomes, and conversion.
Help define a sales process that future hires can learn from and build on.