Business Development Representative

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, 1

Password, 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.

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.

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

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
• 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,…