Dust The GTM Lead (US) at Dust will lead and develop a US sales team, owning regional revenue performance and shaping the US go-to-market strategy. This role involves coaching reps, managing complex deals, and building a repeatable sales motion.
Responsibilities
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.
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.
Qualification
A hands-on leadership styleDeep experience navigating complexHigh agencyWhat success looks likeWe have an office-first culture
Required
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.
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.
