About Dust

Summary

We're expanding into the UK and Ireland, and this is the role that makes it real. As an early Account Executive in the region, you'll own the full sales cycle across fintech, financial services, and B2B SaaS — landing net-new logos and building the GTM motion from the ground up. You'll work alongside a dedicated Solutions Engineer and BDR, but this is a builder role: you'll shape how Dust sells in this market, not inherit a finished playbook. If you want a career-defining opportunity to open a market for a product you believe in, this is it.

What you'll do

Own UK & Ireland revenue

• Drive net-new logo acquisition across fintech, financial services, and B2B SaaS — hitting $250K/quarter ramping to full quota by Q3

• Self-generate pipeline when BDR-sourced pipe is thin; attend events and customer workshops to build presence and create opportunities

• Convert pilots to closed contracts at a ~65% rate, managing deal cycles end-to-end without heavy support infrastructure

Run a consultative, insight-led sales motion

• Lead discovery calls that surface genuine workflow pain and connect it credibly to Dust's platform capabilities

• Navigate multi-stakeholder buying processes — including technical buyers (VP Eng, CTO, Head of Data) and business stakeholders across CS, RevOps, and Finance

• Partner with Solutions Engineers to deliver compelling, tailored demos that turn sceptics into believers

Build the UK playbook

• Work with management to shape the regional GTM motion — what ICPs convert, what messaging lands, what the buying journey looks like in the UK market

• Collaborate closely with the GTM team to refine outbound targeting and sequencing based on what you're seeing in the field

• Feed market intelligence back to the broader sales and product teams to inform how Dust evolves

Sell credibly into AI-forward buyers

• Position Dust's platform with conviction to technical and business decision-makers who are actively building AI strategies

• Engage meaningfully on how AI is reshaping how companies operate — not just as a vendor, but as a practitioner who uses Dust yourself

• Help prospects understand the difference between Dust and point solutions or build-your-own approaches

Show up as a multiplier

• Work closely with the broader sales, marketing and product teams by sharing context, feedback, and what you're learning from the market

• Contribute to a nascent UK team culture — the way you operate will shape what the regional team looks like as it grows

Requirements

Every candidate and employee's success is measured against the same 3 dimensions. Aptitude, Attitude and Agency.

Aptitude

• Track record of closing mid-market deals across multi-stakeholder buying committees in B2B SaaS or technical software — you can articulate exactly how you won, not just that you did

• Proven ability to sell to technical buyers and translate complex product capability into clear business outcomes for non-technical stakeholders

• Strong outbound instincts — you can identify the right accounts, build compelling and personalised 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 against a mature playbook

• Genuine AI fluency — you actively use AI tools in your own workflow and can speak credibly to how AI is reshaping operations across the verticals you'll be selling into

Attitude

• Energised by ambiguity — building a new market from scratch excites you more than executing against a finished playbook

• Makes the people around them better — you collaborate generously with SE and BDR, share what you learn, and create lift for the team without ego

• Gives and receives direct feedback; surfaces problems early rather than letting them compound quietly

• Goes deep on customers, their industries, and their specific pain — curiosity is your competitive advantage

• Believes in the mission and it shows — you sell with conviction because you use Dust and understand what it does

Agency

• Defines your role in outcomes, not tasks — you own UK revenue growth, not a list of responsibilities

• Self-generates pipeline and invents new approaches when existing channels are insufficient, without waiting to be told

• Drives deals end-to-end without escalation or hand-holding — from first touch to closed contract, you own the path

• Spots gaps in the UK GTM motion and proposes solutions proactively rather than flagging problems upward

• Shows up to this process with initiative — you've researched Dust, used the product, and come with ideas, not just questions

Location

Why Dust

Learn how we think and work.

• Our product constitution, a story about our mission