GTM Lead - Enterprise/MM/SMB

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 like Datadog, 1Password, Cursor, Clay, Vanta and Persona, and aim to x5 our growth by the end of 2026.

Dust is backed by Sequoia 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.

The Role

We’re hiring a Sales Leader to build Dust’s go-to-market presence across French Mid-Market and SMB customers. This is an opportunity to shape how we reach and grow a broad range of businesses, from developing an efficient sales motion to helping customers see value quickly and expand over time.

You’ll act as the business lead for the segment, with accountability for revenue. You’ll lead and coach the sales team, stay close to customers and deals, and build a repeatable approach that balances efficient execution with the different needs of SMB and Mid-Market customers.

You’ll also coordinate the teams that support pipeline generation, sales, and customer growth. Working closely with BDR, Growth, Field Marketing, Partnerships, Revenue Operations, Solutions Engineering, Deployment, and Customer Success, you’ll focus resources on the channels and activities that can best support the segment’s goals.

What you’ll do

• Lead, coach, and grow the sales team for the Mid-Market and SMB segment, including hiring, performance, and day-to-day execution.

• Own the segment’s ARR plan, forecast, and qualified pipeline. Set priorities with the CRO, review progress, and address gaps early.

• Define and refine the sales approach for SMB and Mid-Market customers, adapting qualification, messaging, and deal support to each customer’s needs.

• Build an efficient path from target account and first conversation through qualification, evaluation, close, handoff, and expansion.

• Coach sellers on discovery, value-based selling, pipeline discipline, and helping customers make decisions with confidence.

• Make clear, evidence-based recommendations to Product based on customer conversations, deal patterns, and segment needs.

• Work with BDR and Growth leaders to build qualified pipeline through targeted outbound and other relevant channels.

• Partner with Field Marketing to prioritize campaigns, events, customer advocacy, and community programs that support 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 segment priorities, working with the Partnerships lead on relevant sourcing, co-selling, and delivery opportunities.

• Coordinate with Solutions Engineering, Deployment, Professional Services, and Customer Success to support effective evaluations, smooth implementations, adoption, and expansion.

• Share market learning with the CRO and other segment leads, helping Dust develop 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 selling to SMB and Mid-Market customers, with the judgment to adapt the sales motion to different deal sizes, buying processes, and customer needs.

• A track record of owning a segment or market revenue number end to end and building pipeline through functions you did not directly manage.

• Experience coaching sellers, building a reliable forecast, and creating consistent sales practices.

• Good commercial judgment about where to focus team capacity and budget, including how direct sales, marketing, and partners can support growth.

• 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 repeatable sales practices in a scaling organization. French fluency and strong working English are important.

What success looks like

The Mid-Market and SMB segment has clear sales ownership, a focused pipeline, and progress against its ARR goals. Sellers are well coached and can execute an efficient, repeatable motion suited to their customers. Cross-functional support is aligned to segment priorities, and learning from customers and deals helps Dust improve how it serves and grows SMB and Mid-Market accounts 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, a story about our mission

• Your Next Co-Worker Isn’t Human, 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, Gabriel Hubert, Nasdaq, published May 7, 2026. On Dust’s approach to enterprise AI and building the company in Europe.