CursorEnterprise Accout Executive Job Template
1w ago
USALeadRemotesalesforcecrmpipeline managementforecastingenterprise sales
Lead and build a federal sales team to drive revenue growth with enterprise accounts focused on AI-powered developer tools in the public sector.
Responsibilities
- As RVP, Federal Sales at Cursor, you'll build and lead the team responsible for revenue growth across our federal accounts within Public Sector. You'll hire, coach, and scale a team of Account Executives, set territory and account strategy, and personally engage in top strategic and executive-level relationships. You'll partner with engineering leaders across federal agencies — from CTOs to program leads — to show how Cursor transforms developer productivity, and drive land-and-expand motion at scale across the segment.
- This role requires deep technical fluency, command of complex enterprise and government buying processes, and a genuine passion for AI-powered developer tools. You'll be a foundational leader in our enterprise sales organization, 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.
- Build, hire, and lead a high-performing team of federal Account Executives; own forecasting, pipeline health, and quota attainment across the region.
- Set and execute go-to-market strategy for a named territory of federal agencies, driving new agency acquisition, expansion revenue, and long-term strategic growth.
- Personally engage in the largest, most strategic deals — leading complex, multi-threaded sales cycles across Engineering, Product, Security, Procurement, Legal, and mission-critical stakeholders.
- Coach your team to become trusted product experts, guiding federal prospects through trials, technical evaluations, security reviews, and large-scale rollouts.
- Build executive relationships across agencies, integrators, and technical teams, and represent Cursor at the CIO/CISO/senior-executive level.
- Establish clear ROI frameworks tied to developer productivity, AI adoption, mission outcomes, and secure software delivery, and ensure your team applies them consistently.
- Serve as the voice of the federal customer to leadership, shaping roadmap, compliance, deployment, and procurement strategy.
- Partner closely with Field Engineering and the AI Deployment team to ensure outcomes from proof of concept through production deployment and expansion.
- Navigate and build repeatable playbooks for federal procurement processes, contract vehicles, partners, and compliance requirements to accelerate adoption across the region.
- Active TS/SCI — candidates without an active TS/SCI will not be considered
- You have 8+ years of federal or enterprise technology sales experience, including 3+ years leading and scaling a quota-carrying sales team, ideally in developer tools, technical SaaS, infrastructure, cybersecurity, or emerging technologies.
- You have a consistent track record of building and leading teams that land new logos, expand strategic accounts, and exceed quota.
- You're a builder — you've stood up or scaled a territory/team from the ground up, with a bias for hands-on involvement in outbound prospecting, account mapping, and partner leverage.
- You're comfortable navigating complex federal sales cycles and coaching others to sell to technical and mission-oriented stakeholders — from engineers and program leaders to CISOs, CIOs, and senior executives.
- You understand federal buying motions, procurement processes, security expectations, and partner ecosystems, and can translate that knowledge into team strategy and enablement.
- You bring an analytical approach to pipeline and forecasting, combined with the creative, tactical instincts to unblock deals and coach reps through them.
- You're an excellent communicator and leader who builds trust across all levels of an organization — your team, customers, and executive stakeholders alike.
- 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.