Regional Director, Commercial Sales - APJ

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.
• We are seeking an Regional Director, Commercial Sales, APJ to lead and scale Cursor’s Commercial business across the region. This is a second-line leadership role responsible for building the regional sales organization, developing frontline leaders, and establishing the operating cadence, pipeline generation motion, and forecasting discipline required to support rapid growth.
• You will own the strategy and execution for a high-potential Commercial segment focused on fast-growing digital native, startup, and application-layer companies across APJ. This team will be an important first commercial touchpoint for customers that have the potential to become some of Cursor’s largest enterprise accounts over time.
• As the regional leader, you will partner closely with global/regional GTM leadership to define the APJ go-to-market strategy, build a repeatable commercial sales playbook, hire and develop managers and AEs, and create the operational infrastructure needed to scale a new region. This is a highly entrepreneurial leadership role for someone who can operate strategically while staying close to customers, pipeline, talent, and execution.
• Lead Cursor’s Commercial Sales organization across APJ, with responsibility for regional strategy, execution, pipeline generation, forecasting, and team performance
• Hire, coach, and develop frontline sales managers and commercial AEs, building a strong leadership bench and high-performance sales culture
• Define and implement the regional commercial sales motion, including segmentation, territory design, account prioritization, outbound strategy, qualification standards, and sales playbooks
• Establish a rigorous operating cadence across the region, including pipeline reviews, forecast calls, deal inspection, QBRs, rep productivity tracking, and manager coaching rhythms
• Build a repeatable pipeline generation engine across inbound, outbound, PLG, partner, and expansion motions
• Partner with global GTM leadership, RevOps, Marketing, Finance, and Post-Sales to refine tooling, reporting, lead flow, account handoff, true-up processes, and expansion motions
• Act as a senior regional thought partner on how Cursor scales in APJ, including market prioritization, hiring plans, customer segmentation, and future enterprise growth
• Stay close to key customers and strategic opportunities, helping the team navigate complex technical buyers, usage-based sales cycles, and high-growth digital native accounts
• Create structure in an ambiguous, fast-moving environment without overbuilding process too early
• Experience as a second-line sales leader, ideally leading managers and AEs across APJ.
• Proven success scaling commercial, velocity, digital native, PLG, or usage-based sales motions in a high-growth technology company
• Strong operational rigor, with experience building forecasting systems, pipeline inspection processes, sales playbooks, and manager operating cadences
• Demonstrated ability to build pipeline generation motions from the ground up, including outbound discipline, account prioritization, and conversion management
• Track record hiring and developing frontline sales managers and AEs, with strong coaching instincts and a high talent bar
• Experience selling to or leading teams focused on technical, developer, engineering, startup, or application-layer buyers
• Ability to move fluidly between strategy and execution, from regional planning and executive reporting to customer calls, deal reviews, and hands-on coaching
• Strong cross-functional leadership skills, with the ability to influence Marketing, RevOps, Finance, Post-Sales, and global GTM stakeholders
• Comfort operating in ambiguity, building structure from scratch, and adapting quickly as the business learns
• Excellent communication and executive presence, with the ability to represent the region clearly and credibly to senior leadership