Partner Account Manager

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 https://dust.tt/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 https://techcrunch.com/2024/06/27/dust-grabs-another-16-million-for-its-enterprise-ai-assistants-connected-to-internal-data/ 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 https://www.linkedin.com/posts/dust-tt_were-honored-to-be-recognized-on-the-generalists-activity-7359284343929741313-Rq04. THIS ROLE The Solution Partner Ecosystem is the second biggest growth lever at Dust, yet Europe's agency and consultant market is still almost entirely untapped. As Partner Account Manager (EU) at Dust, you will build a volume engine to boost partner-led revenue. Your job is to find the right partners across Europe, recruit them, and get them to their first win fast, and then transform into a repeatable motion. Working directly with our global partnerships team, you'll own the outreach motion, the onboarding, and the early relationship with every new partner you bring in, primarily digital transformation agencies and AI consultants. This is a hands-on role for someone who can build a relationship from a cold message, run a disciplined process, and never lose the human touch that makes partners want to show up. You will be part of a growing partnerships team of 6 people, with partner managers distributed by location and a global partner operations and a solutions engineer. KEY RESPONSIBILITIES Hunt and recruit partners across Europe - Map the agency and consultant landscape across key European markets and identify highest-leverage entry points - Build and run an outbound motion to engage high-potential agencies and AI consultants: cold outreach, events, referrals, and everything in between - Develop targeted messaging tailored to different partner profiles, geographies, and languages - Qualify and prioritise your pipeline based on partner fit, client base relevance, and activation potential Qualify partners and shape their Dust proposition - Run discovery conversations with prospective partners to assess their client base, AI readiness, and commercial fit before investing further - Help partners articulate how Dust fits into their service offering, whether that's a new AI practice, an add-on to existing engagements, or a standalone product recommendation - Make the call on which partners are worth advancing and move quickly on the ones that aren't Onboard and enable new partners to go to market - Run structured onboarding for every new partner: product training, sales methodology, and deployment fundamentals - Own product training sessions with new partners and make sure they can demo, pitch and deploy Dust independently before going live - Get partners to first deal fast and track time-to-activation as a core success metric Manage your partner portfolio and drive performance - Own quarterly business reviews with active partners: pipeline, escalations, and partnership trajectory - Keep the account management layer efficient and systematic to handle a high volume of partners Support partners through live deals - Coach partners through sales cycles where Dust expertise is needed on the call - Build shared accountability for revenue outcomes between Dust and the partner network REQUIREMENTS - 5+ years of partnership management or business development experience in B2B SaaS, with proven track record of driving revenue through partner channels - Outbound-first mindset with a proven ability to recruit cold partners into active pipeline contributors, without relying on warm intros or an established brand to open doors - Relationship building expertise with ability to establish trust and drive action with consulting firms and system integrators - Strong enablement instincts — you can translate a technically complex product into a partner-ready sales motion and get partners to first deal without hand-holding - Excellent communication skills in English and French, nice to have a third European language - Entrepreneurial background or mindset: you've built something from scratch before, whether a territory, a partner channel, or a program, and you can show the impact - Self-starter mentality comfortable with ambiguity and can easily iterate on a built playbook - Nice to have: Existing network of agencies or consultants across Europe is a strong plus; we're looking for someone who brings complementary reach, not just experience in the category WHAT MAKES THIS ROLE UNIQUE - Direct revenue impact: You'll be directly involved in signing partners, closing deals and driving measurable business results - AI-native partner operations: Build and shape the partner operations in a AI-native team - Cross-functional collaboration: Work closely with sales, partnerships, and product teams - High-growth environment: Join at a pivotal moment as we scale from €1M to €40+M ARR - Innovation opportunity: Help define how AI companies should approach partnership development LOCATION We're prioritizing building our team with an in-person culture at our offices in Paris, London, San Francisco, and New York because we value the magic that happens when talented people work closely together. 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