GTM Lead, UK - SMB/MM/Enterprise
Job description
A hands-on sales leader for the UK market at Dust, responsible for building and leading the regional Sales team and delivering against ARR and pipeline goals. The role acts as business lead for the UK market, orchestrating pipeline generation and cross-functional support.
At a glance
- Employment
- Full-time
- Work mode
- On-site · London, United Kingdom
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 pipeline and ARR goals
- Partner with marketing leadership 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
- Build on early customer and partner traction in the United Kingdom using customer referrals, targeted events, and focused market experiments to build qualified pipeline and strengthen local customer proof
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
Your team
Regional Sales team (United Kingdom)
The regional Sales team the role builds and leads, working closely with BDR, Growth, Field Marketing, Partnerships, Revenue Operations, Solutions Engineering, Deployment, and Customer Success.
Apply
Direct apply at Dust
Opens the job posting at Dust
About Dust
Work is being rewritten, and the people holding the pen are the ones who actually run it.
Dust provides enterprise-grade governance, flexible model choice, and a collaborative interface for humans and agents to work together, empowering AI Operators at the world's fastest-moving companies to rewire how work gets done.
Mission
Build the infrastructure that lets any team turn scattered knowledge and tools into coordinated execution with agents they build, own, and run themselves.
Key facts
- Enterprise AI software
- 70%+ weekly active users
- Aim to x5 growth by the end of 2026
- Backed by Sequoia
- Team members come from Stripe, OpenAI, and Stanford
- Named among the Future 50 by The Generalist
- Offices in Paris, London, San Francisco, and New York
Partners & customers
What they value
- Focus on users
- Ship fast
- Don't take themselves too seriously