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Account ExecutiveDust · San Francisco
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Dust

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Account Executive

🗓️ Posted 2026-01-06 San Francisco Fulltime Hybrid Sales
💰 Salary 50 EUR–75 EUR/mo (600 EUR–900 EUR/yr) 📊 Market 2 EUR–25 EUR/mo

About the Company

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-ttwere-honored-to-be-recognized-on-the-generalists-activity-7359284343929741313-Rq04. SUMMARY As an Account Executive at Dust, you'll help shape how companies adopt AI at work by bringing our platform to digital-native startups and larger enterprises alike. You'll drive new business across both Enterprise (six-figure+) and MidMarket ( 50-75K) segments, working in a lean, fast-moving

Responsibilities

  • ● Own the full sales cycle for Enterprise and MidMarket accounts
  • ● Prospect and qualify opportunities through self-generated outbound efforts and inbound demand
  • ● Navigate complex, multi-stakeholder buying committees across 2-6 month sales cycles
  • ● Close six-figure deals while maintaining strong pipeline coverage and forecasting discipline
  • ● Build strategic relationships with senior stakeholders and identify expansion opportunities within target accounts
  • ● Build and establish US sales motions
  • ● Contribute to repeatable sales playbooks, processes, and best practices as we scale the US business
  • ● Share learnings and market insights that help shape pricing, messaging, and go-to-market strategy
  • ● Explore creative approaches to customer acquisition, events, and market expansion
  • ● Operate effectively in a lean, fast-moving environment where experimentation and iteration are encouraged
  • ● Drive creative, resourceful selling in a lean environment
  • ● Master product positioning and deliver compelling demos independently
  • ● Design and run paid pilot programs alongside Solutions Engineers
  • ● Develop land-and-expand strategies and target account plans for large tech companies
  • ● Collaborate cross-functionally to accelerate customer success
  • ● Partner closely with Solutions Engineers on technical discovery and demonstrations
  • ● Work with Customer Success on seamless account handoffs and expansion opportunities
  • ● Partner cross-functionally to ensure a strong customer experience from first conversation through deployment

Requirements

  • ● At Dust, we evaluate candidates across three dimensions: Aptitude, Attitude, and Agency.
  • ● + years of B2B SaaS sales experience, with a consistent track record of meeting or exceeding quota
  • ● Proven success closing six-figure deals in complex, multi-stakeholder sales cycles
  • ● Strong outbound prospecting skills and the ability to build pipeline independently
  • ● Ability to quickly understand new technologies and translate them into business value for customers
  • ● Deeply curious about AI, technology, and how work is changing
  • ● Growth-minded and eager to continuously learn, adapt, and improve your craft
  • ● Excited by ambiguity and energized by building in environments where not everything is fully defined
  • ● Highly proactive and resourceful; you find ways forward rather than waiting for perfect conditions
  • ● Collaborative and low ego; you care about team success as much as individual performance
  • ● Take ownership end-to-end and focus on outcomes rather than simply completing tasks
  • ● Identify gaps and opportunities without being asked, then proactively drive solutions forward
  • ● Comfortable experimenting with new approaches and iterating quickly based on feedback and results
  • ● Operate with urgency and strong execution while maintaining good judgment
  • ● You should still consider applying even if you don't meet every requirement above. We care deeply about potential, curiosity, and determination, and we know exceptional people don't always fit neatly into a checklist.
  • ● COMPENSATION AND BENEFITS
  • ● Competitive compensation: 250K- 320K OTE (50/50 split, ramped quota of 1.3M annually)
  • ● Significant equity package in a Sequoia-backed startup
  • ● Relocation support
  • ● Health insurance for you and your dependents