Account Executive (Mid-Market)

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 . 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,