Founding Channel & Alliances (US)

About Dust

We're creating a new AI operating system that has the potential to change the way companies operate. Our mission at Dust is to transform how work gets done by letting any team and employee shape the exact agents they need to accelerate their jobs.

With 70%+ weekly active users, people stick with Dust as much as they do with Slack and Notion. We already are a core part of their jobs.

We are at an exciting stage of our journey. We‘ve raised our Series A, expanded in the US, and hit the $1m and $2m ARR milestones in 2024; we aim to x5 our growth by the end of 2025.

Dust is a Sequoia-backed company with an experienced and determined team of optimists (coming from companies like Stripe or OpenAI) that like to focus on users, getting great things done by shipping fast, and doesn’t take itself too seriously while doing so.

This Role

As the Founding North America Channel & Alliances at Dust, you will be the strategic architect driving our channel and alliance growth across multiple partnership vectors in North America. We are looking for a proven partnership professional who has successfully built and scaled channel programs, technology alliances, and strategic relationships that directly impact revenue growth. You must have demonstrated experience in partner recruitment, enablement, and revenue forecasting.

Joining Dust also means pioneering a new form of Partnership Development. As a GenAI-native company, Dust aims to illustrate how GenAI can help redefine partnership strategy execution and how partnership teams can be designed with AI-powered workflows in mind.

You'll own building scalable partnership programs from the ground up in a fast-paced environment that demands both strategic thinking and hands-on execution across channel development, technology alliances, and strategic growth initiatives.

Key Responsibilities

Channel Partner Building

• Pioneer North American Channel Strategy: Design and build Dust's North American channel partner ecosystem from the ground up, experimenting with different partnership models (resellers, system integrators, consultancies) to discover the highest-impact go-to-market motions
• Entrepreneurial Partner Development: Take ownership of the entire partner lifecycle - from identifying untapped market opportunities to recruiting strategic partners, negotiating creative deal structures, and building scalable enablement programs that drive mutual growth
• Revenue Ownership: Own the P&L impact of the US partnership portfolio, working directly with North American Sales leadership to build joint pipeline strategies and exceed revenue targets through innovative channel approaches

Technical Alliances & Ecosystem Building

• Strategic Technology Partnership Development: Identify and activate high-value strategic partnerships with enterprise software leaders, productivity platforms, and complementary AI/ML companies to create differentiated market positioning
• Product-Partnership Integration: Collaborate directly with Product Development teams to conceptualize, prioritize, and build integrations that unlock new use cases, establish competitive moats, and create compelling joint solutions that expand our addressable market
• Marketplace Strategy & Optimization: Lead Dust's presence and growth strategy across key technology marketplaces (AWS, Azure, Google Cloud, Slack App Directory, etc.), developing innovative co-marketing campaigns, co-selling motions, and marketplace positioning that drives organic discovery and adoption

Requirements

Essential:

• Proven 0-to-1 Builder: Track record of building channel partnership motions from scratch for complex B2B GTM strategies, with strong intuition for market exploration and opportunity identification
• Entrepreneurial Mindset: Demonstrated experience taking ownership of ambiguous challenges, experimenting with creative solutions, and driving measurable business impact in fast-paced environments
• Revenue-Driven Partnership Experience: 6+ years successfully scaling partnership programs that directly contributed to revenue growth, with experience in forecasting and delivering partner-sourced pipeline

Highly Valued:

• Established Network: Existing relationships with North American system integrators, no-code agencies, or enterprise technology partners
• AI/Enterprise Software Ecosystem Knowledge: Understanding of the GenAI landscape and enterprise software adoption patterns

Location

We're prioritizing building our team with an in-person culture at our offices in Paris and San Francisco, valuing the magic that happens when talented people work closely together.

Why Dust

We're not building yet another enterprise SaaS tool. We’re creating an AI OS that will fundamentally change how companies operate. We believe existing AI models are powerful enough to have a tremendous impact on the world (and will keep getting better) – the key is building the infrastructure so that they have context and explore the best interfaces for humans to interact with them.

We have the unique opportunity to explore and shape the way humans interact with machines while working on a product we use ourselves every day.

If you're excited about crafting products that reinvent B2B software and want to join a team that combines the best of startup culture with the backing of top-tier investors, we'd love to talk.

👋 Even if you don't check every box in our requirements, we encourage you to apply. We value diverse perspectives and backgrounds, and we're more interested in your potential and passion than a perfect match to our checklist.

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Learn How We Think And Work.

• Our product constitution a story about our mission
• Agents at work - Latent Space, podcast with our cofounder, Stanislas Polu, 2024
• LLMs reasoning and agentic capabilities over time - dotAI, podcast with our cofounder, Stanislas Polu, 2024