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About the role
Key responsibilities & impact- Own and drive Cursor’s federal go-to-market strategy across civilian, defense, and intelligence agencies
- Build and scale a federal sales pipeline from initial traction to a repeatable, forecastable business
- Develop and close strategic deals, including early lighthouse customers and long-term enterprise agreements
- Navigate federal procurement pathways (e.g., direct, partners, contract vehicles) and manage complex sales cycles
- Lead efforts around compliance and authorization (e.g., FedRAMP, IL levels), partnering closely with internal teams
- Build and manage relationships with key stakeholders across agencies, primes, and system integrators
- Partner with product and engineering to align roadmap priorities with federal requirements (security, deployment, air-gapped environments)
- Help hire and build out the broader federal GTM team over time
Requirements
What you’ll need- You’ve sold into U.S. federal agencies and have a strong network across civilian, DoD, and/or IC
- Proven track record of closing large, complex federal deals and managing long procurement cycles
- Deep understanding of federal procurement processes and contract vehicles (e.g., GSA, IDIQs, OTAs)
- Familiarity with compliance and security frameworks (e.g., FedRAMP, IL4/5/6)
- Experience working with or through system integrators, resellers, or primes
- Comfortable operating in early-stage, ambiguous environments with high ownership
- Strong cross-functional instincts and ability to work closely with product and engineering
- Interest in developer tools, AI, or highly technical products is a strong plus
Benefits
Comp & perks- None listed 📊 Check your resume score for this job Improve your chances of getting an interview by checking your resume score before you apply. Check Resume Score
ATS Keywords
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Hard Skills & Tools
federal salesstrategic deal closingfederal procurement processescontract vehiclescompliance frameworkssecurity frameworksfederal go-to-market strategysales pipeline developmentcomplex sales cycle managementrelationship management
Soft Skills
cross-functional collaborationownershipadaptabilitystakeholder managementleadershipstrategic thinkingcommunicationproblem-solvingnegotiationteam building