Partner Development 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 Development 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 accounta …