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Dust is an enterprise AI platform that enables teams to build, own, and run AI agents integrated with their internal tools and knowledge. Backed by Sequoia and founded by alumni from Stripe, OpenAI, and Stanford, Dust serves customers including Datadog, 1Password, Cursor, and Vanta, with 70%+ weekly active user retention comparable to Slack and Notion.
You will be the founding Account Executive opening the UK and Ireland market for Dust. This is a builder role: you own the full sales cycle across fintech, financial services, and B2B SaaS, landing net-new logos and establishing the go-to-market motion from scratch. You'll work alongside a dedicated Solutions Engineer and Business Development Representative, but the revenue growth and market strategy are yours to own.
Key responsibilities include:
- Drive net-new logo acquisition targeting $250K/quarter revenue, ramping to full quota by Q3 2026
- Self-generate pipeline through outbound prospecting, events, and customer workshops when BDR-sourced opportunities are thin
- Convert pilots to closed contracts at ~65% rate, managing deal cycles end-to-end without heavy support infrastructure
- Lead consultative discovery calls that surface genuine workflow pain and connect it to Dust's capabilities
- Navigate multi-stakeholder buying processes involving technical buyers (VP Eng, CTO, Head of Data) and business stakeholders (CS, RevOps, Finance)
- Partner with Solutions Engineers to deliver tailored, compelling demos
- Shape the UK GTM playbook by identifying which ICPs convert, what messaging resonates, and how the buying journey differs in the UK market
- Collaborate with the broader GTM team to refine targeting and sequencing based on field intelligence
- Sell credibly to AI-forward buyers by positioning Dust with conviction and engaging meaningfully on how AI reshapes operations
- Contribute to nascent UK team culture and share market context with sales, marketing, and product teams
Dust operates with an office-first culture at locations in Paris, London, San Francisco, and New York, valuing the energy and fast decision-making that comes from in-person collaboration. The company extends trust to strong judgment: working from home is supported when it makes sense for the work at hand.
REQUIREMENTS:
Aptitude:
- Track record of closing mid-market deals across multi-stakeholder buying committees in B2B SaaS or technical software; ability to articulate exactly how deals were won
- Proven ability to sell to technical buyers and translate complex product capabilities into clear business outcomes for non-technical stakeholders
- Strong outbound instincts: identify the right accounts, build compelling personalized messaging, and open doors without heavy SDR coverage
- History of consistent quota attainment in lean, low-infrastructure environments where you built the motion rather than executed a mature playbook
- Genuine AI fluency: actively use AI tools in your own workflow and can speak credibly to how AI reshapes operations across fintech, financial services, and B2B SaaS verticals
Attitude:
- Energized by ambiguity; building a new market from scratch excites you more than executing a finished playbook
- Collaborative and generous with Solutions Engineers and BDRs; share learnings and create lift for the team without ego
- Give and receive direct feedback; surface problems early rather than letting them compound
- Go deep on customers, their industries, and specific pain points; curiosity is your competitive advantage
- Believe in the mission and demonstrate it; sell with conviction because you use Dust and understand what it does
Agency:
- Define your role by outcomes (UK revenue growth), not tasks
- Self-generate pipeline and invent new approaches when existing channels are insufficient, without waiting to be told
- Drive deals end-to-end without escalation or hand-holding, from first touch to closed contract
- Spot gaps in the UK GTM motion and propose solutions proactively
- Show initiative: research Dust, use the product, and come with ideas, not just questions
