dust - Account Executive (Mid-Market)

• OWN UK & IRELAND REVENUE • Drive net-new logo acquisition across fintech, financial services, and B2B SaaS — hitting $250K/quarter ramping to full quota by Q3 • Self-generate pipeline when BDR-sourced pipe is thin; attend events and customer workshops to build presence and create opportunities • Convert pilots to closed contracts at a ~65% rate, managing deal cycles end-to-end without heavy support infrastructure • RUN A CONSULTATIVE, INSIGHT-LED SALES MOTION • Lead discovery calls that surface genuine workflow pain and connect it credibly to Dust's platform capabilities • Navigate multi-stakeholder buying processes — including technical buyers (VP Eng, CTO, Head of Data) and business stakeholders across CS, RevOps, and Finance • Partner with Solutions Engineers to deliver compelling, tailored demos that turn sceptics into believers • BUILD THE UK PLAYBOOK • Work with management to shape the regional GTM motion — what ICPs convert, what messaging lands, what the buying journey looks like in the UK market • Collaborate closely with the GTM team to refine outbound targeting and sequencing based on what you're seeing in the field • Feed market intelligence back to the broader sales and product teams to inform how Dust evolves • SELL CREDIBLY INTO AI-FORWARD BUYERS • Position Dust's platform with conviction to technical and business decision-makers who are actively building AI strategies • Engage meaningfully on how AI is reshaping how companies operate — not just as a vendor, but as a practitioner who uses Dust yourself • Help prospects understand the difference between Dust and point solutions or build-your-own approaches • SHOW UP AS A MULTIPLIER • Work closely with the broader sales, marketing and product teams by sharing context, feedback, and what you're learning from the market • Contribute to a nascent UK team culture — the way you operate will shape what the regional team looks like as it grows • Self-generates pipeline and invents new approaches when existing channels are insufficient, without waiting to be told • Drives deals end-to-end without escalation or hand-holding — from first touch to closed contract, you own the path • Spots gaps in the UK GTM motion and proposes solutions proactively rather than flagging problems upward • Shows up to this process with initiative — you've researched Dust, used the product, and come with ideas, not just questions • 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.