Account Executive

ABOUT DUST Work is being rewritten, and the people holding the pen are the ones who actually run it. Dust is the multiplayer AI platform for human-agent collaboration. It gives companies a shared workspace where teams can build, deploy, and manage AI agents connected to their company knowledge, tools, and workflows. 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://blog.dust.tt/tag/customer-stories/ 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. THIS ROLE As an Account Executive at Dust, you'll drive our mission to transform how work gets done through AI. You'll build our customer base among digital native and larger businesses, representing our innovative AI operating system that empowers teams to create the exact agents they need. Joining Dust also means pioneering a new form of Business Development. As a GenAI-native company, Dust aims to illustrate how GenAI can help redefine the experience customers can expect from software and how sales teams can be designed with GenAI in mind. You’ll contribute to building a new category from the ground up in a fast-paced environment that encourages a doer attitude and ownership over outcomes as we work to 5x our revenue by the end of 2025. RESPONSIBILITIES 1. Business Development & Market Expansion - Evangelize the new paradigm Dust is creating and help Dust truly transform how work gets done. - Drive new business acquisition by targeting digital native and larger businesses - Identify strategic expansion opportunities to generate additional revenue - Drive market expansion by identifying and developing new opportunities, establishing a strong presence in key regions, and building strategic relationships 2. Sales Strategy & Pipeline Management - Manage a pipeline of multi-stakeholder sales opportunities from lead to close, navigating 2-6 month sales cycles - Source quality outbound sales pipeline from target accounts through strategic prospecting - Qualify and manage new opportunities generated by Marketing and other channels 3. Customer Experience & Relationship Management - Provide an exceptional buying experience for our customers that showcases how Dust can transform their work - Seamlessly hand over new customers to the Customer Success team 4. Analytics, Reporting & Strategic Insights - Develop a deep understanding of our target markets, ideal customer profile(s), and value proposition, as well as competitive positioning - Use CRM and other sales tools to manage your pipeline effectively - Report to leadership in weekly forecast meetings and 1:1s - Provide feedback from the market to Product, Marketing, and Dust leadership to inform our product roadmap, target profiles, and go-to-market strategies REQUIREMENTS - You’ve met or exceeded your sales targets for 3-4+ years and are experienced in closing 6-figure deals. - 3+ years experience selling complex products. - Proven ability to sell in a lean company with few to no sales support & resources (eg: no lead gen, no SDR, no sales playbook) - Experience managing complex, mul