Director of Sales

ABOUT DUST Work is being rewritten, and the people holding the pen are the ones who actually run it. 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://dust.tt/customers 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. ABOUT THE ROLE We're looking for a hands-on sales leader to help build and scale Dust's US business. You'll lead and develop a team of Account Executives, own regional revenue performance, and help shape how we bring Dust to market in the US. This is a role for someone who loves both building and selling. You'll be as comfortable coaching reps and developing a sales strategy as you are jumping into a complex deal, meeting with customers, or finding creative ways to generate pipeline. You'll have meaningful ownership of the US sales motion, working closely with our CRO and cross-functional partners to identify opportunities, build pipeline, and turn early traction into a repeatable, scalable business. We're looking for a leader who thrives in an early-stage environment, takes ownership, and knows how to build without waiting for a playbook. WHAT YOU’LL DO - Own US sales performance: Take accountability for regional ARR, pipeline generation, forecasting, and quota attainment. Develop and execute a sales plan that delivers near-term results while building for long-term growth. - Build and develop a high-performing team: Hire, coach, and develop Account Executives. Set clear expectations, establish a culture of accountability, and help your team consistently improve. - Stay close to the deals: Lead by example, partnering with reps on strategic opportunities, navigating complex sales cycles, and engaging directly with customers and executive stakeholders. - Build a repeatable sales motion: Develop and refine prospecting, qualification, discovery, evaluation, and closing practices. Use data, customer insights, and win/loss analysis to continuously improve performance. - Create pipeline: Take an active role in developing new business opportunities. Partner with BDR, Growth, Field Marketing, and Partnerships to identify effective channels and drive pipeline creation in the US market. - Help shape our US go-to-market strategy: Work closely with the CRO and cross-functional leaders to identify market opportunities, prioritize investments, and adapt our approach based on what you're learning from customers. - Be the voice of the customer: Share market insights with Product, Solutions Engineering, Deployment, and Customer Success to improve how we sell, implement, and expand Dust with US customers. WHAT WE’RE LOOKING FOR - 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. - A strong track record of owning and delivering against ambitious revenue targets, with direct accountability for pipeline creation, forecasting, and sales execution. - Experience building or scaling a sales motion, whether launching a new market, developing a new segment, or helping an early-stage company establish repeatable growth. - A hands-on leadership style. You're comfortable coaching reps, joining customer calls, and getting directly involved in opportunities when needed. - Deep experience navigating complex, consultative sales cycles with multiple stakeholders, ideally selling technical or emerging technology solutions. - Strong commercial judgment and an analytical approach to identifying opportunities, prioritizing resources, and improving sales performance. - A collaborative mindset and experience partnering with Marketing, BDR, Solutions Engineering, Partnerships, and Customer Success to drive revenue. - High agency, curiosity, and adaptability. You thrive in ambiguity, move quickly, and are energized by building something rather than inheriting an established playbook. WHAT SUCCESS LOOKS LIKE You'll build a high-performing US sales team that consistently delivers against revenue goals, generates strong pipeline, and earns the trust of customers. You'll establish a repeatable sales motion, develop future sales leaders, and play a meaningful role in shaping Dust's growth in the US. LOCATION 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. WHY DUST 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.