The posting
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.
THE ROLE
We’re hiring a Strategic Sales Leader to build Dust’s go-to-market presence with its most important French customers. This is a pivotal opportunity to shape how we win and grow strategic accounts, from developing senior relationships and navigating complex buying groups to building a repeatable approach for large, high-impact opportunities.
You’ll act as the business lead for the strategic segment, with accountability for revenue. You’ll lead and coach the sales team while staying close to customers, account plans, and active deals. You’ll build a focused pipeline and a sales motion suited to organizations with complex needs, multiple stakeholders, and ambitious transformation goals.
You’ll also orchestrate the cross-functional support needed to grow strategic accounts. Working closely with BDR, Growth, Field Marketing, Partnerships, Revenue Operations, Solutions Engineering, Deployment, and Customer Success, you’ll direct resources toward the accounts and opportunities where they can have the greatest impact.
WHAT YOU’LL DO
- Lead, coach, and grow the Strategic sales team, including hiring, performance management, and day-to-day execution.
- Own the segment’s ARR plan, forecast, and qualified pipeline. Set clear priorities with the CRO, review progress, and address gaps early.
- Develop a focused strategy for target accounts, including account plans, senior stakeholder relationships, and a clear view of customer priorities and decision processes.
- Lead complex, multi-stakeholder sales cycles from first conversation through qualification, evaluation, negotiation, close, handoff, and expansion.
- Coach sellers on executive engagement, value-based selling, multi-threading, commercial strategy, and navigating complex buying groups.
- Build a consistent, evidence-based strategic sales motion, refining qualification, messaging, and execution based on customer conversations and deal patterns.
- Bring customer and market learning to Product, making clear recommendations on strategic customer needs, use cases, and opportunities.
- Set pipeline priorities with BDR and Growth leaders, including targeted outbound and other channels suited to strategic accounts.
- Partner with Field Marketing to prioritize executive events, campaigns, customer advocacy, and community programs that support strategic pipeline and revenue goals. Work within the marketing leadership’s standards and methods, and ensure programs are well executed and measured.
- Set direction for how Partnerships can support strategic priorities, working with the Partnerships lead on account access, co-selling, and delivery opportunities.
- Coordinate with Solutions Engineering, Deployment, Professional Services, and Customer Success to deliver credible evaluations, successful implementations, adoption, and expansion.
- Share strategic account and market insights with the CRO and other segment leads, helping shape a coherent France go-to-market approach.
WHAT WE’RE LOOKING FOR
- A proven B2B software sales professional who has grown from individual contributor into people leadership, with 5+ years leading sales teams and a hands-on understanding of how to help sellers succeed.
- Experience leading Strategic or Enterprise sales, including complex, multi-stakeholder deals and relationships with senior executives.
- A track record of owning a segment or market revenue number end to end, and building pipeline through teams and functions you did not directly manage.
- Experience making practical decisions about where to focus capacity and budget, including the roles of direct sales, marketing, and partners.
- Strong judgment in developing account strategies, coaching complex deal execution, and building a reliable forecast.
- The ability to create a repeatable sales approach without treating every strategic customer as the same.
- Strong collaboration skills across BDR, Growth, Field Marketing, Partnerships, RevOps, and post-sales teams.
- High EQ, clear communication, and a supportive but accountable leadership style.
- Comfort building strategic sales practices in a scaling organization. French fluency and strong working English are important.
WHAT SUCCESS LOOKS LIKE
The Strategic segment has clear ownership, a focused pipeline, and measurable progress against its ARR goals. The team builds trusted relationships with senior customer stakeholders and executes complex sales cycles with discipline. Cross-functional resources are aligned to the accounts and opportunities that matter most, and learning from customers and deals helps Dust sharpen its strategic sales approach in France.
LOCATION
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.
That said, we hire people with strong judgement and we extend that trust to how they manage their time. When working from home makes more sense for what you need to get done that day, we trust you to make that call.
WHY DUST
The models are powerful enough. What's missing is the product layer where AI meets how companies actually work. That's what we're building: the infrastructure that lets any team turn scattered knowledge and tools into coordinated execution with agents they build, own, and run themselves.
We use Dust ourselves every day. We get to shape how humans and agents collaborate while solving our own problems with the product we ship. That loop is rare, and it's why we move fast.
If you're excited about defining a new category and want to join a determined team of optimists who focus on users, ship fast, and don't take themselves too seriously, we'd love to talk.
Even if you don't check every box in our requirements, we encourage you to apply. We value diverse perspectives and backgrounds, and we're more interested in your potential and passion than a perfect match to our checklist.
Learn how we think and work.
- Our product constitution, https://blog.dust.tt/a-first-version-of-our-product-constitution/ a story about our mission
- Your Next Co-Worker Isn’t Human https://www.youtube.com/watch?v=xIvlRWEXqqw, Stanislas Polu, VivaTech 2026. A conversation about AI agents taking on larger parts of work and how teams collaborate with them.
- Dust: Gabriel Hubert on Enterprise AI https://www.nasdaq.com/videos/dust, Gabriel Hubert, Nasdaq, published May 7, 2026. On Dust’s approach to enterprise AI and building the company in Europe.
