Director of Sales

Dust•New York, NY

8d•$340,000 - $380,000•Hybrid

About The Position

Dust is seeking a hands-on sales leader to build and scale its US business. The Director of Sales will lead and develop a team of Account Executives, own regional revenue performance, and help shape Dust’s US go-to-market approach. The role combines team leadership and selling, including coaching representatives, developing sales strategy, engaging customers, and contributing directly to complex opportunities. The position has meaningful ownership of the US sales motion and works closely with the CRO and cross-functional partners to identify opportunities, build pipeline, and turn early traction into a repeatable, scalable business. The leader will build without relying on an established playbook and help the team consistently deliver revenue goals, generate pipeline, earn customer trust, establish a repeatable sales motion, and develop future sales leaders. Dust prioritizes an in-person, office-first culture at its offices in Paris, London, San Francisco, and New York. Employees are trusted to work from home when it better suits the work they need to accomplish.

Requirements

At least 5 years leading B2B software sales and coaching regional sales teams.
A track record of progressing from individual contributor into people leadership, with a hands-on understanding of how to help sales representatives succeed in-market.
A strong track record of owning and delivering ambitious revenue targets, with direct accountability for pipeline creation, forecasting, and sales execution.
Experience building or scaling a sales motion, such as launching a new market, developing a new segment, or helping an early-stage company establish repeatable growth.
A hands-on leadership style and willingness to coach representatives, join customer calls, and become directly involved in opportunities when needed.
Deep experience navigating complex, consultative sales cycles with multiple stakeholders.
Strong commercial judgment and an analytical approach to identifying opportunities, prioritizing resources, and improving sales performance.
A collaborative mindset and experience partnering with Marketing, BDR, Solutions Engineering, Partnerships, and Customer Success to drive revenue.
High agency, curiosity, and adaptability; ability to thrive in ambiguity, move quickly, and build without an established playbook.

Nice To Haves

Experience selling technical or emerging technology solutions.

Responsibilities

Own US sales performance, including regional ARR, pipeline generation, forecasting, and quota attainment.
Develop and execute a sales plan that delivers near-term results while building for long-term growth.
Hire, coach, and develop Account Executives; set clear expectations and establish a culture of accountability.
Partner with representatives on strategic opportunities, navigate complex sales cycles, and engage directly with customers and executive stakeholders.
Develop and refine prospecting, qualification, discovery, evaluation, and closing practices, using data, customer insights, and win/loss analysis to improve performance.
Actively develop new business opportunities and partner with BDR, Growth, Field Marketing, and Partnerships to create pipeline in the US market.
Work with the CRO and cross-functional leaders to identify market opportunities, prioritize investments, and adapt the US go-to-market strategy based on customer learning.
Share market insights with Product, Solutions Engineering, Deployment, and Customer Success to improve selling, implementation, and customer expansion.
Build a high-performing US sales team that consistently delivers against revenue goals, generates strong pipeline, and earns customer trust.
Establish a repeatable sales motion, develop future sales leaders, and contribute to Dust’s growth in the US.