Account Executive

Base Pay Range

$/yr - $/yr

Distro is building the AI Sales Platform for the industrial distribution industry. Distro helps sales reps quote faster, close more business, and improve margins all while delivering a superior customer experience. We’re a well‑funded, post‑YC (S24) startup with strong early traction and growing customer demand. Our goal is to modernize a massive industry that has historically been underserved by software.

We’re hiring Account Executives to help scale Distro’s go‑to‑market efforts in response to increasing customer demand.

This is a foundational sales role for someone who wants meaningful ownership and impact. You’ll be working closely with company leadership on strategy, deal execution, and customer engagement as we build and scale our go‑to‑market motion.

You’ll operate in a high‑trust, high‑expectation environment where sales is a team sport. Leadership remains actively involved in key moments of the sales process, particularly for strategic accounts, while you take day‑to‑day responsibility for pipeline, deal progression, and execution.

This is NOT an inbound‑only role. You should be proactive, creative, and comfortable generating and advancing pipeline through outbound efforts, events, and thoughtful account work.

If you enjoy operating early, partnering closely with leadership, and helping build and scale a durable sales motion in a fast‑growing company, this role is for you.

• Own the full sales cycle end‑to‑end, managing inbound and outbound pipeline from discovery through close
• Partner with company leadership on strategic deals while maintaining clear ownership of execution
• Run high‑quality discovery and deliver compelling, value‑driven demos for mid‑market and lower enterprise customers in the trades
• Apply structured qualification (e.g. MEDDPICC) to improve deal quality, forecasting accuracy, and win rates
• Help translate early sales learnings into repeatable process, messaging, and deal standards
• Collaborate cross‑functionally with Product, Marketing, and Customer Success, maintaining clean pipeline hygiene in Hub Spot
• Represent Distro at industry events and conferences as needed
• Consistently hit and exceed quota while raising the bar for sales execution and customer trust

• 4–7+ years of experience as a quota‑carrying B2B SaaS Account Executive, closing complex, multi‑stakeholder mid‑five‑figure to mid‑six‑figure deals for mid‑market and/or lower enterprise customers with 30‑60 day sales cycles
• Proven track record of meeting or exceeding quota in fast‑paced, high‑ownership environments
• Strong discovery, qualification, and value‑based selling skills, with familiarity in structured methodologies (MEDDPICC preferred)
• Comfort operating without perfect process and interest in helping build and improve it
• Experience using modern sales tooling (Hub Spot, Linked In, etc.) and openness to leveraging AI tools for prospecting and deal work
• High ownership mindset: you take responsibility for outcomes, seek feedback, and continuously improve

• Experience working at an early‑stage startup where you helped scale or professionalize the sales motion, from early deal execution to repeatable process
• Experience selling into the trades (HVAC, plumbing, electrical, industrial distribution, etc.)
• Background in high‑performance environments (e.g. collegiate athletics, military, competitive operating roles)
• Experience selling products that were early in their category or still being defined

• This is an in‑person role based in Palo Alto
• We work in‑office Monday, Tuesday, Thursday, and Friday
• Wednesdays are WFH optional
• We prize speed, ownership, reliability, and strong cross‑functional collaboration

• Base salary: $100K–$130K
• Uncapped commission (OTE $200K–$260K+)
• Early equity package
• Health, dental, vision, 401(k), paid time off
• Travel reimbursement for conferences and events

Seniority level:
Mid‑Senior level

Employment type:

Full‑time

Job function:
Sales and Business Development

Industries:
Technology, Information and Internet