Partner Account Manager, Solution Partners

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.

This Role

France's solution partner ecosystem is an important lever for Dust's growth. As Partner Account Manager, Solution Partners (France), you'll own activation and follow-through for assigned new and existing Tier 1 solution partners that are not yet strategic. You'll turn those relationships into qualified opportunities and repeatable commercial motions, working closely with Dust's Sales, Solutions Engineering, Customer Success, and Partnerships teams.

This is a hands-on, commercially accountable role. You'll help assigned partners identify the right customer problems, shape clear joint propositions, and move opportunities forward. You'll enable partner teams to explain Dust and support customers effectively, drawing on Dust's technical and delivery teams where needed. Your focus is activation and follow-through for your assigned French solution partner portfolio, in coordination with colleagues who own strategic partner relationships and broader ecosystem programs.

Key Responsibilities

Grow and activate the partner portfolio

• Own activation and follow-through for assigned new and existing Tier 1 solution partners in France that are not yet strategic, including digital transformation and AI consultancies, systems integrators, and implementation partners

• Agree on focused joint plans with each priority partner, including target accounts, customer problems, sellable offers, measurable outcomes, owners, and next steps

• Identify promising new solution partner relationships and qualify them on customer access, strategic fit, delivery capability, and willingness to invest in a joint motion

• Help partners turn their existing expertise and customer relationships into a clear path to working with Dust

Generate and progress partner-led opportunities

• Work with partners and Dust Account Executives to identify, qualify, and advance partner-sourced and partner-influenced opportunities

• Map stakeholders and account entry points, clarify the partner's role, and coordinate next steps across the customer, partner, and Dust teams

• Support deal strategy, value articulation, and partner participation in sales cycles, escalating product, commercial, or delivery questions to the right teams

• Maintain a reliable view of partner pipeline, deal progress, risks, and expected contribution in Dust's CRM and reporting processes

Enable partners to sell and support Dust

• Run practical partner onboarding and enablement so partner teams can explain Dust, identify relevant use cases, and participate confidently in customer conversations

• Coordinate product, sales, and deployment guidance with Solutions Engineering, Customer Success, and Partner Delivery; help partners become increasingly self-sufficient without taking on delivery ownership

• Share relevant customer stories, use cases, and sales materials, and identify gaps in the enablement partners need to move opportunities forward

• Help partners understand how Dust connects to customer systems and supports teams using multiple AI models and agents

Build a repeatable solution partner motion

• Establish a consistent operating rhythm with partners, including pipeline reviews, business reviews, action tracking, and timely escalation of blockers

• Monitor partner activation, qualified pipeline, opportunity progression, closed revenue, and partner readiness; use the evidence to focus time and investment

• Identify patterns in successful partner-led deals and feed practical recommendations into the broader Partnerships and GTM teams

• Surface customer and partner feedback from the French market to inform positioning, offers, enablement, and go-to-market priorities

Requirements

• 5+ years of experience in partnerships, channel sales, business development, or commercial account management in B2B SaaS or a related technology business

• A track record of creating measurable commercial outcomes through partners, such as qualified pipeline, co-sell opportunities, partner activation, or revenue

• Strong understanding of the French B2B partner ecosystem, including consultancies, systems integrators, and implementation partners, with the ability to qualify them on customer access and fit

• Fluent French and professional English, with the ability to lead partner and customer conversations in both languages

• Commercial judgment and operating discipline: you can prioritize a partner portfolio, build actionable joint plans, manage a pipeline, and maintain clear follow-through

• Confidence coordinating multi-party sales opportunities and aligning external partners with internal sales and technical teams

• Strong communication and enablement skills: you can make a technical product understandable and help others present its value credibly

• A self-starter who is comfortable with ambiguity, takes ownership, raises risks early, and builds practical processes as the motion develops

• Curiosity about AI and a willingness to use agents and AI tools to improve how you work

Nice to Have

• Experience working with digital transformation agencies, AI consultancies, regional systems integrators, or implementation partners

• Experience activating solution partners and progressing partner-sourced or partner-influenced opportunities in France

• Familiarity with AI agents, enterprise software, SaaS integrations, or technology-enabled consulting and delivery

• Existing relationships with relevant French solution partner firms

What Makes This Role Unique

• Direct commercial impact: Your work will contribute to qualified pipeline, partner-led opportunities, and revenue in France

• A focused growth mandate: Activate assigned new and existing French Tier 1 solution partners that are not yet strategic, with clear prioritization and commercial accountability

• Cross-functional ownership: Connect partners with the right Dust commercial, technical, and delivery teams to make joint opportunities actionable

• Room to build: Help shape a repeatable way for partners to introduce, sell, and support Dust as the ecosystem grows

• A fast-moving category: Work with a product and market that are evolving quickly, alongside a team that values customer outcomes, accountability, and practical execution

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.

We have an office-first culture. Some of the best things about building at Dust are the energy, the fast decisions, and the unexpected conversations that unlock a hard problem, which happen because we are in the same room. Being together is not a formality, it is how we do our best work, and it is something we actively protect.
That said, we hire people with strong judgement and we extend that trust to how they manage their time. When working from home makes more sense for what you need to get done that day, we trust you to make that call.

Why Dust

The models are powerful enough. What's missing is the product layer where AI meets how companies actually work. That's what we're building: the infrastructure that lets any team turn scattered knowledge and tools into coordinated execution with agents they build, own, and run themselves.

We use Dust ourselves every day. We get to shape how humans and agents collaborate while solving our own problems with the product we ship. That loop is rare, and it's why we move fast.

If you're excited about defining a new category and want to join a determined team of optimists who focus on users, ship fast, and don't take themselves too seriously, 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.

Learn how we think and work.

• Our product constitution, a story about our mission

• Your Next Co-Worker Isn’t Human, Stanislas Polu, VivaTech 2026. A conversation about AI agents taking on larger parts of work and how teams collaborate with them.

• Dust: Gabriel Hubert on Enterprise AI, Gabriel Hubert, Nasdaq, published May 7, 2026. On Dust’s approach to enterprise AI and building the company in Europe.