Partner Account Manager, Solution Partners
Confirmed on the employer's own hiring board on Nov 13, 2026. First seen by Alion on Nov 13, 2026. Dust scores A on the Alion truth index.
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.