Founding Partnerships Lead (US)

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 Dust is seeking a Founder Partnerships Lead to build and scale our partner ecosystem in the US market as we accelerate growth and enterprise adoption. This role will establish and grow partnerships across Technology Partners (integrations, AI/ML platforms, data providers) and Solution Partners (agencies, consultancies, implementation firms specializing in AI deployment). The ideal candidate combines hands-on partnership building with partner strategy and program building. The ideal candidate will also be able to operate effectively in a fast-growing AI company expanding internationally. This is a 0-to-1 role where you'll build Dust's US partner ecosystem from the ground up. You'll work cross-functionally with Product, Engineering, Sales, Marketing, and the Executive Team to build programs that drive customer acquisition, product adoption, and revenue growth, with a focus on the mid market and enterprise AI deployment landscape. This role has a path to leadership. As you prove out partner-market fit and demonstrate impact, there will be opportunity to build and lead a North American partnerships team. We're looking for someone who can start as a hands-on builder with the ambition to grow into a team leader. KEY RESPONSIBILITIES NORTH AMERICAN PARTNER PROGRAM DEVELOPMENT & LEADERSHIP - Evolve Dust's Partner Program for North America: Launch and scale Dust's global partner program in the US market, maintaining alignment with core program frameworks while pioneering US-specific partnership models where regional market dynamics demand different approaches (sales partnerships, marketplace-led motions, and AI consulting partnerships) - Build regional partnership infrastructure and team: Create the operational machinery and hire the team to recruit, enable, and support North American partners - including regional KPIs and reporting, localized enablement delivery, partner community building, US-tailored co-selling and overall partner processes, and initial technology systems builds (such as deal registration, account mapping and more) that work for the US Sales organization - Own program maturity roadmap and collaborate on global improvements: Define and execute the North American rollout phases (Foundation → Growth → Scale → Optimization) while working closely with EU partner leadership to ensure consistency in core program elements and share regional best practices bidirectionally - Own North American partnership P&L: Drive partner-sourced and partner-influenced pipeline and revenue targets in the US market, with latitude to