Founding Partnerships Lead

Role Overview

• Build Dust's UK partner ecosystem from zero. Identify, qualify, and recruit the partners best positioned to reach B2B SaaS and Fintech buyers in the UK, across any partner type
• Drive partners to pipeline. This isn't about signing logos. Your success is measured by partners generating qualified opportunities, co-selling with Dust AEs, and closing deals. Own the full journey from first conversation to first partner-sourced deal
• Develop and test partnership models that work for the UK market. Leverage what exists from France (program tiers, enablement, Wesype as distributor) but be willing to reinvent where the market demands it
• Create activation playbooks that take partners from signed agreement to actively selling. Build the training, enablement, and co-selling infrastructure needed to make partners effective
• Own UK partnership pipeline and revenue targets, with latitude to experiment with creative deal structures, incentive models, and go-to-market approaches
• Work hand-in-hand with UK Sales (AEs and BDRs) to ensure partners are pipeline accelerators. Build deal routing, co-selling motions, and account mapping that the sales team actually uses
• Collaborate with Field Marketing (Events, Content, Community) to build joint events, co-branded content, and community activations that serve both partner development and demand generation
• Stay tightly connected with the France Partnerships team to share learnings, adapt proven playbooks, and maintain consistency where it matters
• Partner with Growth Marketing to turn partner activity into scalable demand: co-hosted webinars, joint case studies, partner-led content, and event-driven pipeline
• Coordinate with Product and Engineering on integration priorities, partner feedback, and joint solution development where relevant

Requirements

• 5+ years in partnerships, business development, or channel sales in B2B SaaS. Experience in fintech, developer tools, productivity platforms, or AI/ML is a strong plus
• Proven 0-to-1 builder. You've built partner programs or BD motions from scratch, not just managed existing ones. You know what it takes to go from a blank page to real pipeline
• Track record of driving revenue through partners. Specific examples where partnerships you built directly drove measurable pipeline, customer acquisition, or closed revenue
• Experience working with B2B SaaS and/or Fintech ecosystems in the UK. You understand the landscape: who the key SIs, consultancies, agencies, and ecosystem players are
• Cross-functional operating experience. You've worked effectively across Sales, Marketing, Product, and leadership teams in a fast-moving environment

Benefits

• Competitive OTE compensation + significant equity package at a Sequoia-backed startup
• Health benefits for you and your dependents
• New MacBook Pro or Linux machine, monitor, keyboard, etc.
• Opportunity to travel to Paris HQ regularly
• Regular team events and off-sites