Account Executive at Distill

Distill gives every founder and executive a “mini-me” that handles outreach for them. Customers prefer hearing from founders rather than salespeople, but founders lack the time. Distill conducts deep research on each prospect, crafts humanized messages with industry-leading response rates, and transforms cold outreach into meaningful conversations.

Distill is backed by top-tier venture capital (funding details undisclosed) and was founded in 2024 by Russ Heddleston and Tim Su. Both are multi-time founders with successful exits, passionate about building usable, delightful B2B software that prioritizes the end user. Tim previously founded and sold Astrid to Yahoo! and later launched Tandem, a remote work communication tool backed by a16z. Russ founded and sold Pursuit.com to Meta and later DocSend to Dropbox.

Distill operates as a remote-first team, with Tim based in Mountain View and Russ in Whistler. Join us as we leverage LLMs to create delightful B2B software that end users love!

The Opportunity

We’re seeking one of our first Account Executives to help drive the next phase of Distill’s growth.

You’ll collaborate closely with our founders to convert founder-led outbound efforts into customer conversations, conduct discovery and product demos, close new business, and shape our sales approach as we scale.

Along the way, you’ll partner with Product and Engineering to integrate customer feedback into the product, refine messaging, and establish a repeatable sales playbook.

As an early member of our commercial team, you’ll define how we acquire customers and scale our go-to-market strategy.

What You’ll Do

• Own opportunities from discovery through close, partnering with founders to guide qualified prospects through the sales process.
• Conduct discovery calls, product demonstrations, pilot conversations, negotiations, and contract closures.
• Build pipeline through outbound prospecting, follow-ups, 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-driven product demos that clearly articulate customer outcomes.
• Manage the entire sales process, including discovery, demos, stakeholder coordination, objection handling, commercial conversations, and closing.
• Collaborate with founders to refine messaging, positioning, pricing discussions, and demo flow to create a repeatable sales process.
• Capture customer feedback, objections, and buying patterns to enhance both the product and our go-to-market strategy.
• Partner with Product and Customer Success to ensure smooth customer onboarding and a seamless experience.
• Represent Distill at customer meetings, conferences, and industry events as opportunities arise.

What We’re Looking For

• 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 eager to help build processes—not just follow them.
• Comfortable learning AI products and adopting new technologies quickly.
• Excellent written and verbal communication skills.

Why Join Distill?

• Work directly with experienced founders who have built and exited multiple successful startups.
• Help shape both our go-to-market strategy and the product from the ground up.
• Join at an early stage with significant ownership and influence.
• Build with cutting-edge AI technology that solves real customer problems.
• Competitive salary and equity.
• Remote-first culture with a high degree of autonomy and trust.