Regional Vice President, Federal Sales

About the role

The role is to build and lead a high-performing team of federal Account Executives, set go-to-market strategy for a named territory of federal agencies, and personally engage in the largest, most strategic deals.

Responsibilities

• 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.

Requirements

• You may be a fit if 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.