Business Development Representative

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. SUMMARY As a Business Development Representative at Dust, you'll be instrumental in generating the qualified pipeline that fuels our rapid growth. This isn't a typical BDR role: you'll be pioneering AI-native sales development, using Dust's own platform daily to transform how prospecting and qualification work. You'll be joining at a pivotal moment as we scale from 60 to 180 people, working directly with technical leaders and founders at scale-ups and enterprise companies to connect their challenges to Dust's value. This role offers a front-row seat to category creation and a clear path to growth within our GTM organization. WHAT YOU'LL DO Drive qualified pipeline generation - Identify and qualify new sales opportunities through targeted outreach to scale-ups and enterprise companies - Conduct cold calls and discovery conversations with technical leaders, founders, and decision-makers - Qualify leads by understanding their pain points and connecting business challenges to Dust's value proposition Own the qualification and handoff process - Nurture prospects until they're sales-ready, providing detailed context to Account Executives and Solution Engineers - Ensure smooth handoffs that convert to high-quality SQLs with clear next steps - Track and manage your pipeline in close partnership with the GTM team Experiment and optimize the sales motion - Collaborate with Marketing and GTM Engineers to test outbound campaigns and double down on what works - Define target personas and develop prospecting strategies to access key accounts - Use data to refine your approach and continuously improve conversion rates Be a Dust power user - Use Dust agents daily to prospect, qualify, research accounts, and manage your workflow - Embody "Work AGI" by transforming your own processes and sharing what you learn with the team REQUIREMENTS Every candidate and employee's success is measured against the same 3 dimensions. Aptitude, Attitude and Agency. Aptitude - 1-2 years working in Tech sales, or demonstrated hunger to break into tech sales with relevant transferable skills - Excellent communication skills in English to engage effectively with technical stakeholders; French is a strong plus for European market coverage - You know how to grab attention and adapt your message to different audiences - Strong coachability. You absorb feedback, iterate quickly, and continuously improve your approach - Performance-oriented mindset with a track record of meeting or exceeding targets Attitude - Team player who thrives in a collaborative, high-growth environment and actively shares knowledge - Self-aware and reflective. You own your results, learn from setbacks, and don't deflect responsibility - Strong ownership mentality. You take pride in your work and care about the impact you create - Ability to handle rejection with resilience and maintain a positive, curious attitude - Natural collaborator who makes the people around them better Agency - Hustle mentality. You see opportunities and act on them without waiting to be told - Ownership over outcomes, not just tasks, you drive results end-to-end - Resourceful problem-solver who finds ways forward even with limited information - Track record of self-initiated projects or going beyond what was asked - Comfortable making decisions and moving fast in ambiguous, evolving situations COMPENSATION AND BENEFITS - Competitive compensation: $100k-$145k - Equity package in a Sequoia-backed startup - Health insurance for you and your dependents - Office in the heart of San Francisco - Regular team events and offsites 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