dust - GTM Lead, UK - SMB/MM/Enterprise
Requirements
• A proven sales professional who has grown from individual contributor into people leadership, with 5+ years leading B2B software sales and coaching regional sales teams and a hands-on understanding of how to help reps succeed in-market. • You've owned a market or segment revenue number end to end, not just a team's quota. You've built pipeline through functions you didn't manage, such as marketing, partners and pre-sales, and you've made real calls about where capacity and budget go, including between direct sales and partners • Ability to lead by example in priority opportunities, from discovery through close. • Experience building pipeline and customer relationships in a market where the brand or sales motion is still developing. • A disciplined approach to forecasting and performance feedback, paired with high EQ and a genuinely supportive leadership style. • An appetite for building, testing, and refining a market over multiple quarters while balancing near-term results with durable growth. • WHAT SUCCESS LOOKS LIKE • The region delivers against its ARR and pipeline goals while developing a repeatable sales approach suited to local customers. The team builds customer trust and referenceable outcomes, cross-functional support is focused on regional priorities, and market learning informs Dust’s broader GTM approach. • 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
• Own the region’s ARR plan, forecast, and qualified pipeline. Work with the CRO to set priorities, understand capacity needs, and support the team to deliver against the plan. • Build and lead the regional Sales team. Hire, onboard, coach, and develop sellers, while staying hands-on in priority opportunities from prospecting and discovery through qualification, evaluation, negotiation, and close. • Make clear, evidence-based recommendations to Product based on regional customer conversations, deal patterns, and market needs. Build and refine a repeatable regional sales approach using pipeline, win/loss learning, and customer outcomes. • Drive the plan in partnership with field marketing to set priorities for events, campaigns, customer advocacy and community programs, and direct how field marketing resources are used to support your pipeline and ARR goals. • Partner with the marketing leadership, who own field marketing standards, methods and team management, to make sure regional programs are well executed, measured and consistent with Dust's broader marketing approach • Partner with BDR and Growth leaders to build a qualified pipeline through a deliberate mix of outbound and other locally effective channels. • Set direction for how Partnerships can support regional priorities. Work with the Partnerships lead to identify opportunities for sourcing, co-selling, or delivery. • Coordinate with Solutions Engineering, Deployment, Professional Services, and Customer Success to support credible evaluations, successful implementations, customer outcomes, and expansion. • Represent regional customer needs internally and share market learning with the CRO and functional leaders, contributing to consistent GTM practices across Dust. • MARKET-SPECIFIC FOCUS • Build on early customer and partner traction. Use customer referrals, targeted events, and focused market experiments to build qualified pipeline and strengthen local customer proof.
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.
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