VP Sales • Atlanta, GA
Building revenue machines through
enterprise relationships & AI-native sales.
25 years closing complex enterprise deals across SaaS, telecom, staffing, and nearshore software development. Currently leading commercial growth at BairesDev where I build the teams, processes, and AI-powered tools that turn pipeline into revenue.
Background
I've been building with technology my whole life. From teaching myself to code as a kid, to building websites before most people had email, to now shipping AI-powered sales tools. That instinct, figure out the technology then use it to win, has defined my entire 25-year sales career.
I started in financial services at Euromoney in London, then moved into enterprise telecom at AT&T. I spent a decade at CareerBuilder during its hypergrowth years, earning 6 promotions from individual contributor to Director of Enterprise Sales, managing a $25M book, and winning President's Club 7 out of 10 years. I built a social selling platform from scratch for my team, demonstrated its impact on results, and had it adopted for company-wide new-hire sales training years before social selling became standard practice.
I joined RiseSmart (acquired by Randstad), then moved to Salesforce as Area VP, selling the #1 CRM platform to enterprise accounts across the Southeast. After Salesforce, I made a deliberate move into software development services. First at KMS Technology, then at BairesDev, where I now lead strategic enterprise accounts helping Fortune 500 companies access the top 1% of Latin American engineering talent. During my tenure, BairesDev has grown roughly 7x in revenue.
That same technology-first instinct now shows up as AI. I've built custom coaching models, automated pipeline intelligence, and agentic GTM frameworks. I don't just talk about technology in sales. I ship it.
AI Utilization
Most sales leaders treat AI as a talking point. I use it as infrastructure embedded in how I run pipeline, coach my team, develop strategy, and communicate with clients and executives. Here's what that looks like in practice.
I've built a custom AI coaching model trained on thousands of audited sales calls scoring against both BANCT gap analysis and the SPICED methodology. It surfaces deal risk, identifies specific coaching moments, and gives reps structured feedback grounded in how the best conversations actually sound.
I've built internal AI-powered maturity models, talk tracks, and proof point libraries for BairesDev's Agentic Software Development practice turning complex positioning into scalable, rep-ready assets.
Custom AI workflows filter and prioritize daily email action items across my team, flag stakeholder risks in active deals, and generate executive-ready deal summaries compressing hours of admin into minutes.
Before major pursuits, I use AI to map buying committee structure, surface relevant org intelligence, and tailor messaging to each stakeholder's priorities accelerating the path to meaningful executive conversation.
I build AI-powered sales roleplay tools that simulate real buyer objections and stakeholder dynamics helping reps build muscle memory for high-stakes conversations before they happen live.
Published on the BairesDev blog covering AI governance, software development, and enterprise tech strategy using AI as a co-author to accelerate research, drafting, and editing without sacrificing voice or depth.
Track Record
A career defined by consistent overperformance not spikes, but sustained execution across different markets, team sizes, and economic conditions.
Thought Leadership
Selected articles from the BairesDev blog covering AI, enterprise technology, and the future of software development.
Resume
VP of Sales | Atlanta, GA | dolatowski@gmail.com | linkedin.com/in/dustind
Enterprise sales leader with 25 years closing complex, multi-stakeholder deals across SaaS, telecom, staffing, and nearshore software development. VP of Sales at BairesDev where revenue has grown 7x during my tenure, scaling to $800M with 4,000+ engineers across 50 countries. Known for building high-performance teams and deploying AI-powered sales tools across the full sales workflow. I don't just talk about technology in sales. I ship it.
Advised early-stage startups on GTM strategy and sales process design. Board member for Atlanta's House of Genius chapter.
Progressed through 4 roles over 5 years. Built core enterprise sales skills: complex discovery, executive relationship development, and competitive positioning.
Richard T. Farmer School of Business Top 20 Public Undergraduate Business School, #3 Entrepreneurship Program
Sales & Leadership
Enterprise SaaS & Services · New Logo Acquisition · Sales Coaching & Development · Complex Deal Structuring (SOW, MSA) · Go-to-Market Strategy · Executive Relationship Development · P&L Management
AI & Technology
AI-Augmented Sales Workflows · Agentic GTM Frameworks · Gong / Call Intelligence · Salesforce CRM · Nearshore & Offshore Talent Models · Pipeline Automation
Empty Stocking Fund Volunteer (Dec 2015–Present) Per Scholas Volunteer (Oct 2020–Present)
Whether you're evaluating nearshore engineering talent, exploring AI-driven sales strategy, or just want to connect with someone who's building in the trenches reach out.