Business Development Representative

About Dust

Dust is being rewritten by the people who actually run it. With enterprise-grade governance, flexible model choice, and a collaborative interface for humans and agents, 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, growing fast. We serve customers like Datadog, 1Password, Cursor, Clay, Vanta, and Persona, aiming to 5x our growth by the end of 2026. Dust is backed by Sequoia with a determined team of optimists (from Stripe, OpenAI, and Stanford) who focus on users, ship fast, and don’t take themselves too seriously. The Generalist named us among the Future 50.

About the Role

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 pioneer AI-native sales development, using Dust’s own platform daily to transform prospecting and qualification. You’ll join 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.

Responsibilities

• 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
  • Ensure prospects are sales-ready, providing detailed context to Account Executives and Solution Engineers
  • Guarantee 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 working in tech sales, 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
  • Ability 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

Compensation and Benefits

• Competitive compensation: $100k–$145k OTE
• Equity package in a Sequoia-backed startup
• Health insurance for you and your dependents
• Office in the heart of San Francisco
• Regular team events and offsites

Location

We prioritize building our team with an in-person culture at our offices in Paris, San Francisco, and New York because we value the magic that happens when talented people work closely together. We have an office-first culture, where being together isn’t a formality—it’s how we do our best work. That said, we trust you to manage your time and work from home when it makes sense for the task at hand.

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, shaping how humans and agents collaborate while solving our own problems with the product we ship. 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 are more interested in your potential and passion than a perfect match to our checklist.