Senior Account Executive

<p></p><h1><strong>About Dust</strong></h1><p></p><p><strong>We're creating a</strong> <strong>new AI operating system that has the potential to change the way companies operate</strong>. Our mission at Dust is to <strong>transform how work gets done</strong> by letting any team and employee shape the exact agents they need to accelerate their jobs.</p><p></p><p>With 70%+ weekly active users, people stick with Dust as much as they do with Slack and Notion. We already are a core part of their jobs.</p><p></p><p>We are at an exciting stage of our journey. We‘ve raised our Series A, expanded in the US, and hit the $1m and $2m ARR milestones in 2024; we aim to x5 our growth by the end of 2025.</p><p></p><p>Dust is a <a href="https://techcrunch.com/2024/06/27/dust-grabs-another-16-million-for-its-enterprise-ai-assistants-connected-to-internal-data/" rel="noopener noreferrer nofollow" target="_blank">Sequoia-backed company</a> with an experienced and determined team of optimists (coming from companies like Stripe or OpenAI) that like to focus on users, getting great things done by shipping fast, and doesn’t take itself too seriously while doing so.</p><p></p><h1><strong>This Role</strong></h1><p>As a Senior Account Executive at Dust, you'll drive our mission to transform how work gets done through AI. You'll build our customer base among digital native and larger businesses, representing our innovative AI operating system that empowers teams to create the exact agents they need.</p><p>Joining Dust also means pioneering a new form of Business Development. As a GenAI-native company, Dust aims to illustrate how GenAI can help redefine the experience customers can expect from software and how sales teams can be designed with GenAI in mind.</p><p><strong>You’ll contribute to building a new category from the ground up in a fast-paced environment that encourages a</strong> doer attitude and ownership over outcomes as we work to 5x our revenue by the end of 2025.</p><p></p><h1><strong>Responsibilities</strong></h1><p><strong>1. Business Development &amp; Market Expansion</strong></p><ul><li><p>Evangelize the new paradigm Dust is creating and help Dust truly transform how work gets done.</p></li><li><p>Drive new business acquisition by targeting digital native and larger businesses</p></li><li><p>Identify strategic expansion opportunities to generate additional revenue</p></li><li><p>Drive market expansion by identifying and developing new opportunities, establishing a strong presence in key regions, and building strategic relationships</p></li></ul><p><strong>2. Sales Strategy &amp; Pipeline Management</strong></p><ul><li><p>Manage a pipeline of multi-stakeholder sales opportunities from lead to close, navigating 2-6 month sales cycles</p></li><li><p>Source quality outbound sales pipeline from target accounts through strategic prospecting</p></li><li><p>Qualify and manage new opportunities generated by Marketing and other channels</p></li></ul><p><strong>3. Customer Experience &amp; Relationship Management</strong></p><ul><li><p>Provide an exceptional buying experience for our customers that showcases how Dust can transform their work</p></li><li><p>Seamlessly hand over new customers to the Customer Success team</p></li></ul><p><strong>4. Analytics, Reporting &amp; Strategic Insights</strong></p><ul><li><p>Develop a deep understanding of our target markets, ideal customer profile(s), and value proposition, as well as competitive positioning</p></li><li><p>Use CRM and other sales tools to manage your pipeline effectively</p></li><li><p>Report to leadership in weekly forecast meetings and 1:1s</p></li><li><p>Provide feedback from the market to Product, Marketing, and Dust leadership to inform our product roadmap, target profiles, and go-to-market strategies</p><p></p></li></ul><h1><strong>Requirements</strong></h1><ul><li><p>You’ve met or exceeded your sales targets for 3-4+ years and are experienced in closing 6-figure deals.</p></li><li><p>3+ years experience selling complex products.</p></li><li><p>Proven ability to sell in a lean company with few to no sales support &amp; resources (eg: no lead gen, no SDR, no sales playbook)</p></li><li><p>Experience managing complex, multi-stakeholder deal cycles in the 2-6 month range</p></li><li><p>Strong prospecting skills—and a willingness to use them.</p></li><li><p>Proven ability to build deep customer relationships with senior stakeholders at digital native businesses</p></li><li><p>Customer-centric approach, enjoying the process of learning about prospects' businesses and helping them solve challenges</p></li><li><p>Growth mindset, eager to learn new skills and methodologies and bring best practices into our business</p></li><li><p>Collaborative work style, able to partner effectively with Marketing, Customer Success, and other teams</p></li><li><p>Excellent written and spoken English skills and an exceptional feel for language and messaging.</p></li><li><p>Curiosity, adaptab