Strategic Sales Manager (Paris)

Dust; Paris; On-site; EUR 120,000 - 170,000; Full time

Job summary

Dust is hiring a Strategic Sales Leader to shape go-to-market for its most important French customers. You’ll own revenue for the strategic segment, lead and coach a sales team, and orchestrate cross-functional support across BDR, Growth, Marketing, Partnerships, and Customer Success.

You’ll develop account plans, manage multi-stakeholder deals, and build a focused pipeline with executives in mind. This role is critical to win and grow large opportunities while aligning with Dust’s growth goals.

Qualifications

• 5+ years leading sales teams in B2B software.
• Experience with strategic or enterprise sales and senior executive relationships.
• Own a segment or market revenue end-to-end and build pipeline with teams beyond direct scope.
• Make practical decisions on capacity, budget, and roles of sales, marketing, and partners.

Responsibilities

• 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 priorities with the CRO.
• Develop a focused strategy for target accounts and senior stakeholder relationships.
• Lead complex, multi-stakeholder sales cycles from first contact to expansion.
• Coach on executive engagement, value-based selling, multi-threading, and strategic turnover.
• Build a consistent, evidence-based strategic sales motion aligned to customer conversations.
• Share strategic insights with Product and CRO to guide France GTM.
• Coordinate with BDR, Growth, Field Marketing, Partnerships, RevOps, and PS.

Skills

Sales leadership

Strategic/Enterprise sales

Multi-stakeholder deals

Forecasting

Account strategy

Cross-functional collaboration

Executive engagement

People leadership

Emotional intelligence

Job description

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 market insights with the CRO and other segment leads, helping shape a coherent France go-to-market approach.

What we're looking for

• A proven B2B software sales professional who has grown from individual contributor into people leadership, with 5+ years leading sales teams and a hands-on understanding of how to help sellers succeed.
• Experience leading Strategic or Enterprise sales, including complex, multi-stakeholder deals and relationships with senior executives.
• A track record of owning a segment or market revenue number end to end, and building pipeline through teams and functions you did not directly manage.
• Experience making practical decisions about where to focus capacity and budget, including the roles of direct sales, marketing, and partners.
• Strong judgment in developing account strategies, coaching complex deal execution, and building a reliable forecast.
• The ability to create a repeatable sales approach without treating every strategic customer as the same.
• Strong collaboration skills across BDR, Growth, Field Marketing, Partnerships, RevOps, and post-sales teams.
• High EQ, clear communication, and a supportive but accountable leadership style.