GTM Lead, UK - SMB/MM/Enterprise

The Role

We’re hiring a hands-on sales leader for the UK. You’ll build, lead, and coach the regional Sales team, deliver against ARR and pipeline goals, and build a repeatable local growth engine.

You'll act as the business lead for your market, with accountability for revenue. As a sales leader, you'll lead and coach the sales team, stay close to customers and deals, and build a repeatable sales approach that fits your market. As an orchestrator, you'll coordinate the local pipeline generation activities that feed your number, including marketing and pre-sales. You'll work closely with leaders across BDR, Growth, Field Marketing, Partnerships, Revenue Operations, Solutions Engineering, Deployment, and Customer Success, and influence how they support your market's priorities.

What you’ll do

• Own the region’s ARR plan, forecast, and qualified pipeline. Work with the CRO to set priorities, understand capacity needs, and support the team to deliver against the plan.

• Build and lead the regional Sales team. Hire, onboard, coach, and develop sellers, while staying hands-on in priority opportunities from prospecting and discovery through qualification, evaluation, negotiation, and close.

• Make clear, evidence-based recommendations to Product based on regional customer conversations, deal patterns, and market needs. Build and refine a repeatable regional sales approach using pipeline, win/loss learning, and customer outcomes.

• Drive the plan in partnership with field marketing to set priorities for events, campaigns, customer advocacy and community programs, and direct how field marketing resources are used to support your pipeline and ARR goals.

• Partner with the marketing leadership, who own field marketing standards, methods and team management, to make sure regional programs are well executed, measured and consistent with Dust's broader marketing approach

• Partner with BDR and Growth leaders to build a qualified pipeline through a deliberate mix of outbound and other locally effective channels.

• Set direction for how Partnerships can support regional priorities. Work with the Partnerships lead to identify opportunities for sourcing, co-selling, or delivery.

• Coordinate with Solutions Engineering, Deployment, Professional Services, and Customer Success to support credible evaluations, successful implementations, customer outcomes, and expansion.

• Represent regional customer needs internally and share market learning with the CRO and functional leaders, contributing to consistent GTM practices across Dust.

What success looks like

The region delivers against its ARR and pipeline goals while developing a repeatable sales approach suited to local customers. The team builds customer trust and referenceable outcomes, cross-functional support is focused on regional priorities, and market learning informs Dust’s broader GTM approach.

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.

• You've owned a market or segment revenue number end to end, not just a team's quota. You've built pipeline through functions you didn't manage, such as marketing, partners and pre-sales, and you've made real calls about where capacity and budget go, including between direct sales and partners

• Ability to lead by example in priority opportunities, from discovery through close.

• Experience building pipeline and customer relationships in a market where the brand or sales motion is still developing.

• A disciplined approach to forecasting and performance feedback, paired with high EQ and a genuinely supportive leadership style.

• An appetite for building, testing, and refining a market over multiple quarters while balancing near-term results with durable growth.