About Dust

Summary

As a Business Development Representative at Dust, you'll be instrumental in generating the qualified pipeline that fuels our rapid growth. This isn't a typical BDR role—you'll be pioneering AI-native sales development, using Dust's own platform daily to transform how prospecting and qualification work. You'll be joining at a pivotal moment as we scale from 60 to 180 people, working directly with technical leaders and founders at scale-ups and enterprise companies to connect their challenges to Dust's value. This role offers a front-row seat to category creation and a clear path to growth within our GTM organization.

What you'll do

Drive qualified pipeline generation

• Identify and qualify new sales opportunities through targeted outreach to scale-ups and enterprise companies

• Conduct cold calls and discovery conversations with technical leaders, founders, and decision-makers

• Qualify leads by understanding their pain points and connecting business challenges to Dust's value proposition

Own the qualification and handoff process

• Nurture prospects until they're sales-ready, providing detailed context to Account Executives and Solution Engineers

• Ensure smooth handoffs that convert to high-quality SQLs with clear next steps

• Track and manage your pipeline in close partnership with the GTM team

Experiment and optimize the sales motion

• Collaborate with Marketing and GTM Engineers to test outbound campaigns and double down on what works

• Define target personas and develop prospecting strategies to access key accounts

• Use data to refine your approach and continuously improve conversion rates

Be a Dust power user

• Use Dust agents daily to prospect, qualify, research accounts, and manage your workflow

• Embody "Work AGI" by transforming your own processes and sharing what you learn with the team

Requirements

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

Aptitude

• 1-2 years of BDR/SDR or sales experience, or demonstrated hunger to break into tech sales with relevant transferable skills

• Excellent communication skills in English to engage effectively with technical stakeholders; French is a strong plus for European market coverage

• You know how to grab attention and adapt your message to different audiences

• Strong coachability. You absorb feedback, iterate quickly, and continuously improve your approach

• Performance-oriented mindset with a track record of meeting or exceeding targets

Attitude

• Team player who thrives in a collaborative, high-growth environment and actively shares knowledge

• Self-aware and reflective. You own your results, learn from setbacks, and don't deflect responsibility

• Strong ownership mentality. You take pride in your work and care about the impact you create

• Ability to handle rejection with resilience and maintain a positive, curious attitude

• Natural collaborator who makes the people around them better

Agency

• Hustle mentality. You see opportunities and act on them without waiting to be told

• Ownership over outcomes, not just tasks, you drive results end-to-end

• Resourceful problem-solver who finds ways forward even with limited information

• Track record of self-initiated projects or going beyond what was asked

• Comfortable making decisions and moving fast in ambiguous, evolving situations

Location

Why Dust

Learn how we think and work.

• Our product constitution, a story about our mission