Strategic Sales Manager (Paris)

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 . The role We’re hiring a Strategic Sales Leader to build Dust’s go-to-market presence with its most important French customers. This is a pivotal opportunity to shape how we win and grow strategic accounts, from developing senior relationships and navigating complex buying groups to building a repeatable approach for large, high-impact opportunities. You’ll act as the business lead for the strategic segment, with accountability for revenue. You’ll lead and coach the sales team while staying close to customers, account plans, and active deals. You’ll build a focused pipeline and a sales motion suited to organizations with complex needs, multiple stakeholders, and ambitious transformation goals. You’ll also orchestrate the cross-functional support needed to grow strategic accounts. Working closely with BDR, Growth, Field Marketing, Partnerships, Revenue Operations, Solutions Engineering, Deployment, and Customer Success, you’ll direct resources toward the accounts and opportunities where they can have the greatest impact. What you’ll do • Lead, coach, and grow the Strategic sales team, including hiring, performance management, and day-to-day execution. • Own the segment’s ARR plan, forecast, and qualified pipeline. Set clear priorities with the CRO, review progress, and address gaps early. • Develop a focused strategy for target accounts, including account plans, senior stakeholder relationships, and a clear view of customer priorities and decision processes. • Lead complex, multi-stakeholder sales cycles from first conversation through qualification, evaluation, negotiation, close, handoff, and expansion. • Coach sellers on executive engagement, value-based selling, multi-threading, commercial strategy, and navigating complex buying groups. • Build a consistent, evidence-based strategic sales motion, refining qualification, messaging, and execution based on customer conversations and deal patterns. • Bring customer and market learning to Product, making clear recommendations on strategic customer needs, use cases, and opportunities. • Set pipeline priorities with BDR and Growth leaders, including targeted outbound and other channels suited to strategic accounts. • Partner with Field Marketing to prioritize executive events, campaigns, customer advocacy, and community programs that support strategic pipeline and revenue goals. Work within the marketing leadership’s standards and methods, and ensure programs are well executed and measured. • Set direction for how Partnerships can support strategic priorities, working with the Partnerships lead on account access, co-selling, and delivery opportunities. • Coordinate with Solutions Engineering, Deployment, Professional Services, and Customer Success to deliver credible evaluations, successful implementations, adoption, and expansion. • Share strategic account and ma