Account Executive

Account Executive ABOUT DUST We're creating a new AI operating system that has the potential to change the way companies operate. Our mission at Dust is to transform how work gets done by letting any team and employee shape the exact agents they need to accelerate their work. With 70%+ weekly active users, people stick with Dust as much as they do with Slack and Notion. We already are a core part of their jobs. 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 Cursor, Clay, Whatnot, and Persona, and aim to 5x our growth by the end of 2026. Dust is a Sequoia-backed company https://techcrunch.com/2024/06/27/dust-grabs-another-16-million-for-its-enterprise-ai-assistants-connected-to-internal-data/ with an experienced and determined team of optimists (coming from companies like Stripe and OpenAI) that likes to focus on users, getting great things done by shipping fast, and doesn’t take itself too seriously while doing so. 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 enterprises, representing our innovative AI operating system that empowers teams to create the 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 reimagined with GenAI at the core. 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 grow revenue 5x by the end of 2026. RESPONSIBILITIES 1. Business Development & Market Expansion - Evangelize Dust’s vision and help redefine how work gets done - Drive new business acquisition across digital-native companies and larger enterprises - Identify expansion opportunities and build strategic relationships in priority markets 2. Sales Strategy & Pipeline Management - Manage a pipeline of multi-stakeholder opportunities from prospecting to close, navigating 2–6 month sales cycles - Generate high-quality outbound pipeline 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 - Ensure a smooth transition 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 - Must be a US resident and have work authorization. - You’ve met or exceeded your sales targets for 3+ years and are experienced in closing 6-figure deals. - 3+ years of experience selling complex products. - Proven ability to sell in a lean company with few to no sales support & resources (e.g., no lead gen, no SDR, no sales playbook) - Experience managing complex, multi-stakeholder deal cycles in the 2-6 month range - Strong prospecting skills and a willingness to use them. - Proven ability to build strong relationships with senior stakeholders - Customer-centric approach, enjoying the process of learning about prospects' businesses and helping them solve challenges - Growth mindset, eager to learn new skills and methodologies and bring best practices into our business - Collaborative work style, able to partner effectively with Marketing, Customer Success, and other te ... (truncated, view full listing at source)