Account Executive

About this role

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.

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 environment where you’ll own the full sales cycle from prospecting to close.

This is an opportunity to help define how AI-native sales teams operate. As a GenAI-native company, Dust is rethinking not only what software can do for customers, but also how modern go-to-market teams work with AI at the core. You’ll partner closely with Solutions Engineering and Customer Success to help customers transform how work gets done through custom AI agents connected to their internal systems and knowledge.

You’ll contribute to building a new category from the ground up in an environment that values ownership, curiosity, speed, and strong execution.

WHAT YOU'LL DO

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

Bring best practices and raise the bar

- Introduce ideas and approaches from prior experiences that make the team stronger

- Proactively identify process improvements and share knowledge with teammates

- Help establish the foundation for a world-class US sales organization

REQUIREMENTS

At Dust, we evaluate candidates across three dimensions: Aptitude, Attitude, and Agency.

APTITUDE

- 5+ 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

- Experience selling complex or technical products to senior stakeholders and technical buyers

- Ability to quickly understand new technologies and translate them into business value for customers

- Experience operating successfully in lean, fast-moving environments with limited support infrastructure

ATTITUDE

- 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

- Flexible and adaptable; willing to jump into whatever is needed as Dust evolves

AGENCY

- 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

- Thrive in environments without established playbooks; you help create them

- 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–$300K O

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