dust - Partnerships Manager

London, United Kingdom£80k - £100k2w ago

In Office EMEA Partnership Manager Go-to-market Strategy Cross-functional Collaboration

Requirements

• Every candidate and employee's success is measured against the same 3 dimensions. Aptitude, Attitude and Agency. • High AI literacy, you're already using AI daily in your work and can articulate how you'd apply it to partnerships at Dust • Proven go-to-market strategy experience: customer-obsessed, first-principles thinking, not just copy-pasting past playbooks • Experience building partnerships at a startup or scale-up (not large enterprise reseller models) • Specific experience with agency partners, system integrators, or similar zero-to-one motions • Grit and sales acumen, you can convince partners, hold them accountable, and go through windows when doors are closed • Team player who solves for Dust and its customers, not just partnerships metrics • Low ego, high impact, you leverage others' work and make the broader team better • Decisive — you make tough calls on prioritisation and aren't afraid to cut partnerships that aren't working • Direct and transparent, you surface problems early and give honest feedback • User-first orientation, you frame decisions around customer outcomes without being prompted • You unblock yourself with AI and people, scaling your impact through tools and cross-functional leverage • You own outcomes end-to-end, identifying gaps, building solutions, and driving to resolution without being told • You challenge the goal when it's wrong, high agency in execution AND thinking • You've expanded your scope by solving problems no one assigned you • You launch things without waiting for permission and find ways to deliver with limited resources • We're prioritizing building our team with an in-person culture at our offices in Paris, London, 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.

Responsibilities

• PARTNER ECOSYSTEM DEVELOPMENT • Build Dust's UK partner ecosystem. Identify, qualify, and recruit the partners best positioned to Dust’s ICP buyers in the UK, • Drive partners to pipeline. This isn't about signing partner logos. Your success is measured by partners generating qualified opportunities, co-selling with Dust AEs, and closing deals. Own the full journey from first conversation to first partner-sourced deal • Create activation playbooks that take partners from signed agreement to actively selling. Build the training, enablement, and co-selling infrastructure needed to make partners effective • Own UK partnership pipeline and revenue targets, with latitude to experiment with creative deal structures, incentive models, and go-to-market approaches • CROSS-FUNCTIONAL COLLABORATION • Work hand-in-hand with UK Sales (AEs and BDRs) to ensure partners are pipeline accelerators. Build deal routing, co-selling motions, and account mapping that the sales team actually uses • Collaborate with Field Marketing (Events, Content, Community) to build joint events, co-branded content, and community activations that serve both partner development and demand generation • Stay tightly connected with the Global Partnerships team to share learnings, adapt proven playbooks, and maintain consistency where it matters • Partner with Growth Marketing to turn partner activity into scalable demand: co-hosted webinars, joint case studies, partner-led content, and event-driven pipeline • Coordinate with Product and Engineering on integration priorities, partner feedback, and joint solution development where relevant

Benefits

• 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 • Your Next Co-Worker Isn’t Human https://www.youtube.com/watch?v=xIvlRWEXqqw, Stanislas Polu, VivaTech 2026. A conversation about AI agents taking on larger parts of work and how teams collaborate with them. • Dust: Gabriel Hubert on Enterprise AI https://www.nasdaq.com/videos/dust, Gabriel Hubert, Nasdaq, published May 7, 2026. On Dust’s approach to enterprise AI and building the company in Europe.