Account Executive

About Distro

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.

About the Role

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.

Because we sell into real-world operators and complex buying environments, this role requires spending time in the field. Account Executives are expected to travel regularly to meet customers on-site, support active deals, and represent Distro at key industry events.

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.

What You’ll Do

• 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
• Spend time in the field meeting customers on-site to advance deals, build trust, and accelerate sales cycles
• 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 HubSpot
• Travel to customer sites, industry events, and conferences as part of owning and closing deals
• Consistently hit and exceed quota while raising the bar for sales execution and customer trust

What We’re Looking For

• 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
• Willingness and enthusiasm to travel as needed to meet customers and support active deals
• Experience using modern sales tooling (HubSpot, LinkedIn, 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

Nice to Have

• 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

How We Work

• 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

Compensation & Benefits

• 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