Account Executive

📍 Account Executive

Location: On-site in Palo Alto, CA | Full-Time

Distro is hiring a sharp, driven, and hungry Account Executive to help us bring AI-native software to the trades. You’ll be an early team member at a fast-moving, venture-backed startup that’s transforming how contractors sell — and win — deals. This is a unique opportunity to join a company still early in its GTM journey, where you’ll have real ownership and the chance to shape how we sell and scale.

🚀 About the Role

We’re looking for a mid-market Account Executive who’s ready to roll up their sleeves, own the full sales cycle, and close new business. You’ll work closely with our CEO, product, marketing, and SDR teams to identify pain points, deliver value-driven demos, and guide SMB prospects through a thoughtful, consultative sales process.

This isn’t an “inbound only” role. You should be proactive, creative, and scrappy — equally comfortable jumping on a discovery call or figuring out a new outbound motion with AI tools like Artisan.

You should be confident qualifying and advancing deals from day one, with familiarity in frameworks like MEDDPICC that help you navigate multi-stakeholder sales cycles with rigor and efficiency.

🎯 Responsibilities

• Own the full sales cycle — from discovery and demo to negotiation and close
• Manage and prioritize a pipeline of inbound and outbound opportunities
• Work closely with SDRs and AI-driven outbound tools to generate pipeline
• Deliver compelling product demos tailored to mid-market customers in the trades
• Apply a structured, qualification-driven approach (e.g., MEDDPICC) to every deal to improve forecast accuracy, shorten cycles, and win consistently
• Maintain clean, up-to-date records in HubSpot
• Collaborate cross-functionally with Marketing, Product, and Customer Success
• Be a feedback loop: Share insights to shape messaging, ICP definition, and GTM playbooks
• Represent Distro at industry events and conferences (occasional travel expected)
• Hit and exceed your quota — and help raise the bar for what “great” looks like

✅ Requirements

• 3 – 5+ years of experience in B2B SaaS sales (AE role, not just SDR/BDR)
• Proven track record of meeting or exceeding quota in a fast-paced environment
• Familiarity with structured sales methodologies (MEDDPICC preferred)
• Strong discovery, qualification, and value-based selling skills
• Familiarity with traditional sales tools (HubSpot, LinkedIn, etc.) and the latest and greatest AI tools, particularly for outbound prospecting
• A self-starter mindset — coachable, resourceful, and consistent
• Willing and able to work onsite in Palo Alto

💡 Nice to Have

• Experience selling software into mid-market or the skilled trades (HVAC, plumbing, etc.)
• Experience applying MEDDPICC in five-figure, multi-stakeholder deals

💰 Compensation

• Base Salary: $100K – $120K
• Uncapped commission (OTE $200K - $260K+)
• Early equity package
• Benefits: Health, dental, vision, 401k, paid time off
• Travel reimbursement for conferences and events