GTM Lead, France - Enterprise/MM/SMB

The role

You will lead and coach the sales team for the Mid-Market and SMB segment in France. You will own the segment's ARR plan, forecast, and pipeline while building a repeatable sales motion.

What you will do

• Lead, coach, and grow the sales team for the Mid-Market and SMB segment
• Own the segment's ARR plan, forecast, and qualified pipeline
• Define and refine the sales approach for SMB and Mid-Market customers
• Build an efficient path from target account to expansion
• Coach sellers on discovery, value-based selling, and pipeline discipline
• Make evidence-based recommendations to Product based on customer conversations
• Work with BDR and Growth leaders to build qualified pipeline
• Partner with Field Marketing to prioritize campaigns and events
• Set direction for how Partnerships can support segment priorities
• Coordinate with Solutions Engineering, Deployment, Professional Services, and Customer Success

Required qualifications

• B2B software sales professional
• 5+ years leading sales teams
• Experience selling to SMB and Mid-Market customers
• Track record of owning a segment or market revenue number end to end
• Experience coaching sellers and building a reliable forecast
• Strong collaboration skills across multiple functions
• High EQ and clear communication
• French fluency
• Strong working English

Benefits

• Office-first culture with in-person collaboration

About the company

Dust provides enterprise-grade AI infrastructure that allows teams to turn knowledge and tools into coordinated execution with agents. The company is backed by Sequoia and serves customers like Datadog and 1Password.