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

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.

What you'll do

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

Requirements

Every candidate and employee's success is measured against the same 3 dimensions. Aptitude, Attitude and Agency.

Aptitude

1-2 years of BDR/SDR or sales experience, 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