Account Executive

Job description

ABOUT DUST Work is being rewritten, and the people holding the pen are the ones who actually run it. With enterprise-grade governance, flexible model choice, and a collaborative interface for humans and agents to work together, Dust empowers AI Operators at the world’s fastest-moving companies to rewire how work gets done. With 70%+ weekly active users, people stick with Dust as much as they do with Slack and Notion. We don't get piloted and shelved. We land once, and spread. We're at an exciting stage of our journey, and growing fast. We're serving great customers https://dust.tt/customers like Datadog, 1Password, Cursor, Clay, Vanta and Persona, and aim to x5 our growth by the end of 2026. Dust is backed by Sequoia https://techcrunch.com/2024/06/27/dust-grabs-another-16-million-for-its-enterprise-ai-assistants-connected-to-internal-data/ with a determined team of optimists (coming from Stripe, OpenAI, and Stanford) who like to focus on users, ship fast, and don't take themselves too seriously while doing so. The Generalist named us among the Future 50 https://www.linkedin.com/posts/dust-tt_were-honored-to-be-recognized-on-the-generalists-activity-7359284343929741313-Rq04. THIS ROLE As an Account Executive at Dust, you'll drive our mission to transform how work gets done through AI. You'll build our customer base among digital native and larger businesses, representing our innovative AI operating system that empowers teams to create the exact agents they need. Joining Dust also means pioneering a new form of Business Development. As a GenAI-native company, Dust aims to illustrate how GenAI can help redefine the experience customers can expect from software and how sales teams can be designed with GenAI in mind. You’ll contribute to building a new category from the ground up in a fast-paced environment that encourages a doer attitude and ownership over outcomes as we work to 5x our revenue by the end of 2025. RESPONSIBILITIES 1. Business Development & Market Expansion - Evangelize the new paradigm Dust is creating and help Dust truly transform how work gets done. - Drive new business acquisition by targeting digital native and larger businesses - Identify strategic expansion opportunities to generate additional revenue - Drive market expansion by identifying and developing new opportunities, establishing a strong presence in key regions, and building strategic relationships 2. Sales Strategy & Pipeline Management - Manage a pipeline of multi-stakeholder sales opportunities from lead to close, navigating 2-6 month sales cycles - Source quality outbound sales pipeline from target accounts through strategic prospecting - Qualify and manage new opportunities generated by Marketing and other channels 3. Customer Experience & Relationship Management - Provide an exceptional buying experience for our customers that showcases how Dust can transform their work - Seamlessly hand over new customers to the Customer Success team 4. Analytics, Reporting & Strategic Insights - Develop a deep understanding of our target markets, ideal customer profile(s), and value proposition, as well as competitive positioning - Use CRM and other sales tools to manage your pipeline effectively - Report to leadership in weekly forecast meetings and 1:1s - Provide feedback from the market to Product, Marketing, and Dust leadership to inform our product roadmap, target profiles, and go-to-market strategies REQUIREMENTS - You’ve met or exceeded your sales targets for 3-4+ years and are experienced in closing 6-figure deals. - 3+ years experience selling complex products. - Proven ability to sell in a lean company with few to no sales support & resources (eg: no lead gen, no SDR, no sales playbook) - Experience managing complex, multi-stakeholder deal cycles in the 2-6 month range - Strong prospecting skills—and a willingness to use them. - Proven ability to build deep customer relationships with senior stakeholders at digital native businesses - Customer-centric approach, enjoying the process of learning about prospects' businesses and helping them solve challenges - Growth mindset, eager to learn new skills and methodologies and bring best practices into our business - Collaborative work style, able to partner effectively with Marketing, Customer Success, and other teams - Excellent written and spoken English skills and an exceptional feel for language and messaging. - Curiosity, adaptability, and a flair for elegant solutions to first-of-its-kind problems - A hard worker with the ability to be flexible as the needs of Dust evolve - no job is too big or too small - Must be a European resident IDEAL, BUT NOT REQUIRED: - Experience and strong interest in AI, specifically generative AI and LLMs Please send your application and resume in English. LOCATION We're prioritizing building our team with an in-person culture at our offices in Paris, San Francisco, and New York because we value the magic that happens when talented people work closely together. We have an office-first culture. Some of the best things about building at Dust are the energy, the fast decisions, and the unexpected conversations that unlock a hard problem, which happen because we are in the same room. Being together is not a formality, it is how we do our best work, and it is something we actively protect. That said, we hire people with strong judgement and we extend that trust to how they manage their time. When working from home makes more sense for what you need to get done that day, we trust you to make that call. WHY DUST The models are powerful enough. What's missing is the product layer where AI meets how companies actually work. That's what we're building: the infrastructure that lets any team turn scattered knowledge and tools into coordinated execution with agents they build, own, and run themselves. We use Dust ourselves every day. We get to shape how humans and agents collaborate while solving our own problems with the product we ship. That loop is rare, and it's why we move fast. If you're excited about defining a new category and want to join a determined team of optimists who focus on users, ship fast, and don't take themselves too seriously, we'd love to talk. Even if you don't check every box in our requirements, we encourage you to apply. We value diverse perspectives and backgrounds, and we're more interested in your potential and passion than a perfect match to our checklist. Learn how we think and work. - Our product constitution, https://blog.dust.tt/a-first-version-of-our-product-constitution/ a story about our mission - Agents at work - Latent Space https://www.youtube.com/watch?v=U5wFQOb4eI4, podcast with our cofounder, Stanislas Polu, 2024 - LLMs reasoning and agentic capabilities over time https://youtu.be/8d1PtJBnAEM?feature=shared - dotAI, podcast with our cofounder, Stanislas Polu, 2024