Founding US GTM Lead - Agentic AI

Humaans

ABOUT US Humaans is building the next generation of infrastructure for the workplace; software designed for companies that are scaling fast, operating globally, and pushing into new boundaries. What started as a system of record has evolved into a broader platform for operating people globally. With Athena, our agentic AI layer, Humaans moves beyond data management into intelligent orchestration, connecting workflows across HR, IT, Finance, and Operations so organisations can act faster and with greater confidence, redefining how work gets done. We work with ambitious teams across Europe and the US, from AI-native companies like Lovable, Poolside, Fyxer AI, and Tandem Health, to established, high-growth organisations scaling internationally and through acquisition, including Quantexa, Sellpy, Manychat, Gigs, Croud, and Threecolts. These teams don’t buy software for features,they buy leverage. The ability to run faster, cleaner, and with more control as complexity compounds. To date, we’ve raised $20m in venture funding from some of the most respected founders, operators, and funds in technology: Lachy Groom (Physical Intelligence), Stewart Butterfield (Slack), Tobias Lütke (Shopify), Dylan Field (Figma), Jeff Weiner (LinkedIn), Claire Johnson (Stripe), Oliver Jay (OpenAI), Jay Simmons (Bond) as well as Y Combinator, Moonfire, Frontline Ventures, Pathlight Ventures, and Exor. If you have massive ambition and want to work on a hard problem, with a small team that moves fast, at a moment when the category is genuinely up for grabs - this is it. THE ROLE We're looking for a founding Sales Development Team Lead to build and run the outbound engine for our agentic AI product in America. You'll be the person who builds a group of hungry sales associates into a precision pipeline machine: setting the standard, building the playbook, and coaching the team to consistently generate the meetings that fuel our largest US logos. AI is how your team moves faster than the competition: better research, sharper sequences, smarter prioritisation. You'll be expected to know how to use it and how to make sure your team does too. This is a player-coach role. You'll carry your own outbound, make calls, and open target accounts yourself, then turn what works into the playbook the team runs. You'll be close to the work, running call reviews, shaping sequences, and holding the bar on quality, while creating the conditions for your team to grow fast. You won't be inheriting a playbook, you'll be writing it by doing it first. You'll work closely with our Founding US GTM Lead. Humaans is at the stage where the decisions you make now shape the company for years. You'll be building an AI-native sales development function in a greenfield US market, defining what it looks like, how it operates, and who it becomes. That work will compound for the next decade. FOCUS/OWNERSHIP * The US outbound function for Athena, end-to-end: team performance, pipeline contribution, process, and development. * Outbound strategy from a blank page, refining the playbook, and segmentation for the US enterprise, and using AI-assisted tooling to build sequences that adapt faster than a human-only process can. * Coaching and developing your team through structured 1:1s, call reviews, and live deal support, creating a culture of continuous improvement and high performance. * A tight partnership with the Founding US GTM Lead and Revenue Operations to ensure strong pipeline quality, healthy conversion rates, and a seamless handoff. * Data and AI-powered analytics to drive decisions, tracking activity metrics, pipeline contribution, and conversion rates, and using AI tooling to surface patterns faster and act on them sooner. * Acting as an early voice of the US market back to Product and Engineering as Athena's category takes shape. HOW YOU OPERATE * You have a true builder's mindset, creative in how you open doors, persistent without being reckless, and comfortable hearing "no" repeatedly while refining the approach, and you teach your team to do the same. * You don't wait for perfect enablement, context, or certainty, you create clarity as you go. * You measure your success by what your team produces, not what you do individually. * You actively leverage AI and data as force multipliers: account research, sequencing, messaging iteration, prioritisation, and follow-ups. * You move fast, test hypotheses, and adjust quickly when something isn't working. * You bring a creative mindset to prospecting, constantly testing and implementing unconventional, high-impact approaches to engage target accounts. REQUIREMENTS * 5+ years in outbound sales, with at least 2 years managing or leading a BDR team in a B2B SaaS environment. * A track record of building pipelines consistently and coaching others to do the same, you know what good looks like and you can teach it. * Proven experience with cold calling and the ability to coach others on effective cold calling techniques. * Deep familiarity with outbound tooling and sequencing platforms (including Clay, Claude Code, Lemlist, LinkedIn Sales Navigator, Prospeo, internal tools and much more), including how to layer AI features into how the team operates day-to-day. * Has built or refined an outbound workflow using AI and can speak to what changed in output quality, speed, or conversion. * Strong analytical instincts, comfortable using data to diagnose underperformance and make the case for process changes. * Experience selling, or building pipeline for, early-stage or category-creating products, where you're generating demand before the market fully understands the category. * Experience in a high-growth, VC-backed environment where the pace is high and the playbook is still being written. * A clear, direct communicator who can influence up, down, and across the organisation. This is an in-person role. Our team comes together in the office Monday through Thursday, while most of the team collaborates in person on Mondays, Tuesdays, and Thursdays. PACKAGE & BENEFITS Early stage startups can be messy – we know that. We're putting effort in providing you with the best employee experience and a quality driven environment in exchange for trusting us. * Market-leading compensation that reflects your value * 25 days paid time off each year plus public holidays * Share Options with 5-year exercise window so you don’t feel pressure to exercise if you leave * Free Thursday lunches at HQ, quarterly team events, and company offsites. * Top tier private coverage for health, vision and dental care * A new MacBook and tools you need to do your best work * Enhanced parental leave with up to 16 weeks for primary and 4 weeks for secondary * Learning & development budget WHY JOIN HUMAANS TODAY? HR tech is having its AI moment and we’re positioned to own it. Humaans started as a next-gen HRIS taking on large incumbents in a massive market. We’ve since evolved into something even bigger: an AI platform that sits across workforce data and automates the operational layer of HR entirely; the natural progression of what we’ve been building toward. The product is highly differentiated. It’s built around a structured workforce data model that makes AI reliable in an HR context, something no one else has gotten right. Customers notice the difference immediately. We’re backed by Y Combinator, Lachy Groom, Moonfire, Frontline Ventures, and operators who’ve built some of the most consequential software companies of the last decade: the founders of Slack, Figma, and Shopify, and Asana’s former CRO and Head of OpenAI International. We’re a small team with an unapologetically high bar. It shows up in the product, in how we communicate, and in the standards we hold each other to. OUR COMMITMENT TO DIVERSITY At Humaans we’re looking for genuinely good people that are transparent and emphatic. We’re committed to providing equal opportunities, a diverse and inclusive work environment, and ensuring a fair interview process for everyone. You’re welcome to apply no matter your gender, ethnicity, sexual orientation, religion, civil or family status, age, disability, or race. PRIVACY NOTICE We care about your privacy. When you apply for a role at Humaans, we’ll collect and process your personal data as part of our recruitment process. This includes things like your CV, contact details, and any other information you choose to share. We may also contact you about future opportunities. You can ask us to delete your data at any time. For more details, see our Privacy Policy.

Dust

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. TLDR; As our founding Post-Sales Solutions Engineer at Dust, you will act as the technical partner for our existing customers, ensuring they maximize value from our AI operating system throughout their journey with us. Your primary focus will be driving long-term customer success through high-value use cases, deep adoption, and expansion opportunities that make Dust indispensable to customer workflows. You will work closely with our Customer Success and Product & Engineering teams to deepen customer relationships and drive retention.   WHAT YOU'LL DO   HELP BUILD DUST’S POST-SALES SOLUTIONS ENGINEERING FUNCTION FROM THE GROUND UP   * Be instrumental in shaping our global Solutions Engineering organization as one of the first post-sales SE hires in the US * Help define processes, establish best practices, and lay the foundation for how post-sales technical partnership scales at Dust * Develop deep expertise in Dust’s platform capabilities, AI workflows, and prompt engineering best practices to become a trusted internal resource for complex customer scenarios   SERVE AS A STRATEGIC TECHNICAL PARTNER TO CUSTOMERS   * Act as a trusted technical advisor to Enterprise customers, building long-term relationships with both technical and business stakeholders * Lead advanced implementation projects including high-value use cases, technical integrations, and custom AI workflows * Discover customer pain points and help architect scalable agent ecosystems that drive meaningful business outcomes * Push the boundaries of what customers can accomplish with AI agents and proactively deepen adoption over time   DRIVE CUSTOMER ADOPTION, ENABLEMENT, AND EXPANSION   * Partner closely with Customer Success to drive high-value adoption, retention, and expansion across your book of business * Lead workshops, training sessions, and enablement programs that help customers successfully operationalize Dust * Communicate complex technical concepts clearly to technical teams, executives, security stakeholders, and end users * Adapt presentations, demos, and implementation guidance to the needs and technical sophistication of each customer audience   BRIDGE CUSTOMER FEEDBACK WITH PRODUCT EVOLUTION   * Champion customer needs with Product and Engineering teams, translating customer feedback, usage patterns, and operational challenges into actionable product insights * Identify recurring implementation patterns and turn them into reusable frameworks, documentation, and best practices * Advocate for product improvements that drive better customer outcomes and platform scalability * Help shape how AI-native post-sales organizations operate as Dust continues to scale   REQUIREMENTS   Every candidate and employee's success is measured against the same 3 dimensions. Aptitude, Attitude and Agency.   APTITUDE * 4+ years in customer-facing technical roles such as Solutions Engineering, Solutions Architecture, Implementation Engineering, Technical Consulting, or Software Engineering * Strong technical aptitude with the ability to work directly with both engineers and business stakeholders * Familiarity with APIs, web development, integrations, and lightweight scripting or tooling * AI fluency beyond prompting; experience building workflows, automations, or agent-based systems using modern AI tools is highly desirable * Strong discovery and problem-solving skills with the ability to translate ambiguous customer pain points into technical solutions * Excellent communication skills across workshops, training, implementation, and stakeholder management * Strong organizational skills and ability to manage multiple parallel customer initiatives simultaneously   ATTITUDE * Deeply curious and motivated to become an expert in both Dust’s product and the evolving AI landscape * Customer-obsessed with a genuine desire to solve meaningful problems and create long-term value * Highly proactive and resourceful; you don’t wait to be told what needs improvement * Thrives in ambiguity and fast-moving environments where processes and playbooks are still being defined * Collaborative and low ego; you work effectively across Customer Success, Product, Engineering, and GTM teams * High standards and strong execution without needing heavy structure or oversight * Excited by the opportunity to help define a new category and shape how companies operate with AI   AGENCY * Operate with strong ownership and drive customer outcomes end-to-end without needing to be micromanaged * Proactively identify opportunities for account expansion, deeper adoption, and new AI use cases * Push projects forward independently while knowing when to involve cross-functional partners * Identify recurring patterns across customer work and turn them into scalable solutions, documentation, or product opportunities * Advocate for customers with urgency and influence product direction when needed * Continuously improve how you work and support customers to increase leverage and impact   COMPENSATION AND BENEFITS * Competitive compensation: $220,000-280,000 OTE * Support for relocation (up to $10k) * Significant equity package in a Sequoia-backed startup * Health insurance for you and your dependents * New MacBook Pro or Linux machine, monitor, keyboard, etc. * Beautiful office in the heart of San Francisco * Opportunity to travel to Paris multiple times a year * Regular team events and offsite LOCATION We're prioritizing building our team with an in-person culture at our offices in Paris, 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 * 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

Granola

ABOUT GRANOLA Hey! We're team Granola 👋 We're building the leading AI-powered notepad for people in back-to-back meetings, a product that's spreading through teams and redefining how knowledge is captured and used. We help teams turn messy call notes into structured insight, so they can spend more time focusing on what's important and less time on admin. THE OPPORTUNITY We're growing our US Customer Success team and looking for our next CSM to join our founding US CSMs in San Francisco. You'll own a book of our highest-value enterprise accounts end-to-end, from onboarding through renewal and expansion. You'll be a core part of a small, ambitious team where your work directly impacts customer experience and our US GTM motion. WHAT YOU'LL DO * Own and grow a book of business across business, enterprise, and high-potential accounts, from onboarding through renewal and expansion. * Run high-touch onboarding for strategic accounts, including custom kickoffs with Sales and Recruitment. * Become a deep product expert and trusted advisor to customers, helping them design workflows, best practices, and change management around AI-powered note-taking. * Take on technical ownership of AI integrations and setup (e.g., MCP-style integrations, AI tooling) as the product evolves. * Contribute to our CS playbook: processes, metrics, cadences, and how we segment and support accounts as we scale. * Collaborate closely with Sales, Product, and Leadership to bring customer insights into roadmap and go-to-market decisions. WHAT WE'RE LOOKING FOR Your background looks something like… * 4+ years in Customer Success (ideally 5+), with at least 2 years managing a consistent book of business at the same company throughout the post-sales lifecycle (onboarding, adoption, renewal / upsell). * Experience in PLG / high-velocity SaaS environments (think Intercom, HubSpot, or earlier-stage Monday.com/Asana-style products) rather than large, heavy enterprise motions. * Comfort working with modern SaaS and GTM stacks (e.g., Attio, Stripe, Juro, Omni). Experience with AI products & integrations is a strong plus. * US-based and able to work from our San Francisco office 5 days a week once we have one (no visa sponsorship available). AS A PERSON YOU... * You're a builder: resourceful, self-sufficient, and excited to help shape CS processes, playbooks, and systems as we grow. * You're hungry and ambitious. You care about growth, impact, and taking on wide scope in a small team. * You're genuinely customer-obsessed: you build strong rapport, ask sharp discovery questions, and leave people feeling understood and supported. * You're curious about product and AI, and enjoy digging into how things work and pushing for deeper understanding. * You communicate clearly, collaborate well with Sales and Product, and are comfortable operating with ambiguity in a fast-moving startup. NICE TO HAVE * Hands-on experience with AI tooling or integrations (e.g., MCP-style integrations, AI-powered workflows, or similar). * Experience at an earlier-stage company where you helped shape the CS function. ABOUT THE OPPORTUNITY We are living in the most exciting time for tool builders since Engelbart's demo in 1968 and we want to assemble the best crew to build this future together. Our compensation philosophy is to hire the best people in the market and pay them accordingly with salary, variable, and equity. Lastly, we think amazing talent comes from all kinds of life journeys and experiences. If what is written above speaks to you, whether you look like a fit on paper or not, please reach out.