Account Executive

About the role

You will evangelize the new paradigm Dust is creating and help the company transform how work gets done across the market. You will drive new business acquisition by targeting digital native and larger businesses while identifying strategic expansion opportunities to generate additional revenue. In this role, you will manage a pipeline of multi-stakeholder sales opportunities, navigating 2 to 6 month sales cycles with discipline and ownership. You will provide an exceptional buying experience that showcases how Dust can transform how customers operate, then seamlessly hand over new clients to the Customer Success team. You will develop a deep understanding of target markets, ideal customer profiles, and competitive positioning to inform go-to-market strategies. Using CRM and other sales tools, you will manage your pipeline effectively and report to leadership in weekly forecast meetings and one-on-ones. This position is critical to helping Dust 5x its revenue by the end of 2025 as a GenAI-native company redefining software and sales design.

Key facts

What you'll do

• Evangelize the Dust platform and demonstrate how its AI operating system enables teams to build the exact agents they need.
• Drive new business acquisition by engaging digital native and larger enterprises with tailored value propositions.
• Identify strategic expansion opportunities within existing accounts to generate incremental revenue streams.
• Manage end-to-end pipelines for complex, multi-stakeholder deals spanning 2 to 6 month sales cycles.
• Source high quality outbound sales pipeline from target accounts through disciplined prospecting and research.
• Qualify and manage opportunities introduced by marketing and other demand generation channels.
• Deliver an exceptional buying experience that clearly illustrates the transformation Dust delivers for workflows.
• Seamlessly coordinate handoffs to the Customer Success team to ensure smooth onboarding and adoption.
• Use CRM platforms and sales tools to maintain accurate pipeline visibility and forecast accuracy.
• Report performance and insights to leadership during weekly forecast meetings and one on one discussions.
• Provide timely market feedback to Product, Marketing, and Dust leadership to shape product roadmaps and positioning.
• Build deep relationships with senior stakeholders at digital native companies to establish trust and long term partnerships.
• Analyze competitive landscapes and refine positioning to highlight unique value of Dust's collaborative AI environment.
• Act as a strategic advisor to customers by understanding their challenges and co designing solutions with AI capabilities.

Requirements

• You have met or exceeded your sales targets for 3 to 4 years and are experienced in closing 6 figure deals.
• You bring 3 or more years of experience selling complex products in a enterprise or high tech environment.
• You have a proven track record of succeeding in lean company settings with few to no sales support resources such as lead generation teams or dedicated SDRs.
• You have managed complex, multi stakeholder deal cycles typically ranging from 2 to 6 months from initiation to close.
• You possess strong prospecting skills and a demonstrated willingness to engage directly with decision makers.
• You have built deep customer relationships with senior stakeholders inside digital native businesses and startups.
• You adopt a customer-centric approach and enjoy learning about prospect business models and helping them solve concrete challenges.
• You have a growth mindset and are eager to learn new sales methodologies while bringing best practices into the business.
• You work effectively in a collaborative environment and can partner with Marketing, Customer Success, and other internal teams.
• You communicate clearly in written and spoken English and have an exceptional feel for language, messaging, and positioning.
• You are curious, adaptable, and capable of crafting elegant solutions to first of its kind problems in a rapidly evolving market.
• You are a hard worker who can remain flexible as the needs of Dust evolve, understanding that no job is too big or too small in a high growth startup.
• You must be a legal resident of a European country to comply with employment regulations.

Nice to have

• You have experience and a strong interest in AI, specifically generative AI and large language models, and you follow industry trends closely.

Practical notes

This role is full time and based in person at our offices in Paris. The position requires travel to customer sites and events as needed. Candidates must be eligible to work in France and hold a visa that allows employment without sponsorship. The posting is open until the role is filled.