Director of Sales

About The Role

We're looking for a hands-on sales leader to help build and scale Dust's US business. You'll lead and develop a team of Account Executives, own regional revenue performance, and help shape how we bring Dust to market in the US.

This is a role for someone who loves both building and selling. You'll be as comfortable coaching reps and developing a sales strategy as you are jumping into a complex deal, meeting with customers, or finding creative ways to generate pipeline.

You'll have meaningful ownership of the US sales motion, working closely with our CRO and cross-functional partners to identify opportunities, build pipeline, and turn early traction into a repeatable, scalable business.

We're looking for a leader who thrives in an early-stage environment, takes ownership, and knows how to build without waiting for a playbook.

What you’ll do

• Own US sales performance: Take accountability for 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.

• Build and develop a high-performing team: Hire, coach, and develop Account Executives. Set clear expectations, establish a culture of accountability, and help your team consistently improve.

• Stay close to the deals: Lead by example, partnering with reps on strategic opportunities, navigating complex sales cycles, and engaging directly with customers and executive stakeholders.

• Build a repeatable sales motion: Develop and refine prospecting, qualification, discovery, evaluation, and closing practices. Use data, customer insights, and win/loss analysis to continuously improve performance.

• Create pipeline: Take an active role in developing new business opportunities. Partner with BDR, Growth, Field Marketing, and Partnerships to identify effective channels and drive pipeline creation in the US market.

• Help shape our US go-to-market strategy: Work closely with the CRO and cross-functional leaders to identify market opportunities, prioritize investments, and adapt our approach based on what you're learning from customers.

• Be the voice of the customer: Share market insights with Product, Solutions Engineering, Deployment, and Customer Success to improve how we sell, implement, and expand Dust with US customers.

What success looks like

You'll build a high-performing US sales team that consistently delivers against revenue goals, generates strong pipeline, and earns the trust of customers. You'll establish a repeatable sales motion, develop future sales leaders, and play a meaningful role in shaping Dust's growth in the US.

What we’re looking for

• A proven sales professional who has grown from individual contributor into people leadership, with 5+ years leading B2B software sales and coaching regional sales teams and a hands-on understanding of how to help reps succeed in-market.

• A strong track record of owning and delivering against ambitious revenue targets, with direct accountability for pipeline creation, forecasting, and sales execution.

• Experience building or scaling a sales motion, whether launching a new market, developing a new segment, or helping an early-stage company establish repeatable growth.

• A hands-on leadership style. You're comfortable coaching reps, joining customer calls, and getting directly involved in opportunities when needed.

• Deep experience navigating complex, consultative sales cycles with multiple stakeholders, ideally selling technical or emerging technology solutions.

• 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. You thrive in ambiguity, move quickly, and are energized by building something rather than inheriting an established playbook.