Strategic Partnerships & Growth Lead – DoW

Cursor

Own and grow relationships with defense prime contractors focused on Army programs. Negotiate and manage partnerships to expand tool usage within Army software development community.

Posted 6/19/2026full-timeRemote • 🇺🇸 United StatesSeniorWebsite

About the role

Key responsibilities & impact

Own and grow Cursor's relationships with defense prime contractors focused on Army programs: SAIC, Leidos, Booz Allen Hamilton, CACI, Peraton, and emerging Army-focused software integrators
Negotiate and close partnership agreements — reseller arrangements, teaming agreements, and approved vendor designations — that embed Cursor into prime contractor software delivery workflows
Identify program-level opportunities where primes are building or modernizing Army software and position Cursor as the developer tooling standard
Work with prime contractor BD and program management teams to co-sell Cursor into new Army contract awards at the proposal stage
Build relationships inside Army Software Factories (Kessel Run, Project Origen, Castle Rock) and program offices to generate bottom-up demand that pulls through prime-channel agreements
Engage Army CIO/G-6, PEO EIS, and Futures Command tech organizations to build awareness and preference for Cursor within Army software development standards
Represent Cursor at AUSA, NDIA, and Army-focused industry events; establish Cursor's presence in the Army software modernization community
Own a revenue target for Army/DoD prime channel business
Build and manage a pipeline of prime contractor partnerships and program-level co-sell opportunities
Forecast and report on channel pipeline with the same rigor as direct enterprise deals
Partner with Field Engineering on technical evaluations and POCs embedded inside prime contractor development environments
Work with Cursor's legal and compliance teams on teaming agreements, vendor qualification processes, and FedRAMP/IL considerations relevant to prime contract requirements
Channel Army developer feedback and product gaps back to Cursor's roadmap team

Requirements

What you’ll need

Active Secret clearance or above
5+ years of channel sales, BD, or partnership management experience inside the defense industrial base, with a focus on Army-aligned programs
Existing relationships at one or more major Army prime contractors (SAIC, Leidos, Booz Allen, CACI, Peraton) at the BD, program management, or technical leadership level
Understanding of how prime contractors evaluate, approve, and deploy software tools across their development teams and program deliveries
Track record of standing up or expanding channel and partner relationships that drove material software revenue ($500K+)
Comfortable working both the prime-facing channel layer (BD, program managers, contracts) and the end-user pull-through layer (Army software developers, Software Factory operators)

Benefits

Comp & perks

Health insurance
401(k) matching
Paid time off
Professional development

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

channel salesbusiness developmentpartnership managementsoftware evaluationsoftware deploymentrevenue forecastingtechnical evaluationsPOCsvendor qualificationFedRAMP

Soft Skills

relationship buildingnegotiationcommunicationcollaborationstrategic thinkingproblem solvingpipeline managementreportinginfluencingadaptability

Certifications

Active Secret clearance