GTM Lead, UK - SMB/MM/Enterprise

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 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. Market-specific focus United Kingdom Build on early customer and partner traction. Use 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 c