CursorStrategic Account Executive, Federal Sales — Civilian
1mo ago
USASeniorRemotesalesforcecrmnegotiationaccount_management
Drive revenue growth across federal accounts by engaging with engineering and product teams to promote AI-powered developer tools.
Responsibilities
- As a Strategic Account Executive, Federal Sales at Cursor, you'll drive revenue growth across a named territory of large federal accounts on our Public Sector team. You'll work closely with engineering organizations - from CTOs to individual development teams - to understand how they build software, demonstrate how Cursor transforms developer productivity, and land and expand Cursor across their organizations.
- This role requires deep technical fluency, the ability to navigate complex enterprise and government buying processes, and a genuine passion for AI-powered developer tools. You'll be a foundational member of our enterprise sales motion, based in the DC-metro area.
Other
- Our mission is to automate coding. The first step in our journey is to build the best tool for professional programmers, using a combination of inventive research, design, and engineering. Our organization is very flat, and our team is small and talent dense. We particularly like people who are truth-seeking, passionate, and creative. We enjoy spirited debate, crazy ideas, and shipping code.
- Own a named book of federal accounts; drive new agency acquisition, expansion revenue, and long-term strategic growth
- Lead complex, multi-threaded sales cycles across Engineering, Product, Security, Procurement, Legal, and mission-critical stakeholders
- Become a trusted product expert; guide federal prospects through trials, technical evaluations, security reviews, and large-scale rollouts
- Build executive relationships and cultivate day-to-day champions across agencies, integrators, and technical teams
- Quantify value with clear ROI cases tied to developer productivity, AI adoption, mission outcomes, and secure software delivery
- Be the voice of the federal customer and influence the roadmap with actionable feedback on product, compliance, deployment, and procurement needs
- Partner closely with Field Engineering and our AI Deployment team to deliver outcomes from proof of concept through production deployment and expansion
- Navigate federal procurement processes, contract vehicles, partners, and compliance requirements to accelerate adoption
- You have 5+ years of closing experience in enterprise or federal technology sales, ideally selling developer tools, technical SaaS, infrastructure, cybersecurity, or emerging technologies
- You have a consistent track record of landing new logos, expanding strategic accounts, and exceeding quota through self-sourced pipeline generation
- You’re a true hunter — you proactively build pipeline from scratch through outbound prospecting, account mapping, partner leverage, creative sourcing, and relentless follow-up
- You’re comfortable navigating complex federal sales cycles and selling to technical and mission-oriented stakeholders — from engineers and program leaders to CISOs, CIOs, and senior executives
- You understand, or are excited to learn, federal buying motions, procurement processes, security expectations, and partner ecosystems
- You bring an analytical approach to understanding customer needs combined with creative, tactical follow-through to advance opportunities
- You’re an excellent communicator who can build trust across all levels of an organization
- You’re passionate about AI and excited by the idea that transforming how software gets written is one of the most important problems to work on right now