Strategic Account Executive, Federal Sales — Civilian

About the role

As a Strategic Account Executive, Federal Sales at Cursor, you'll drive revenue growth across a named territory of large federal accounts on our Public Sector team. You'll work closely with engineering organizations - from CTOs to individual development teams - to understand how they build software, demonstrate how Cursor transforms developer productivity, and land and expand Cursor across their organizations.

Responsibilities

• Own a named book of federal accounts; drive new agency acquisition, expansion revenue, and long-term strategic growth
• Lead complex, multi-threaded sales cycles across Engineering, Product, Security, Procurement, Legal, and mission-critical stakeholders
• Become a trusted product expert; guide federal prospects through trials, technical evaluations, security reviews, and large-scale rollouts
• Build executive relationships and cultivate day-to-day champions across agencies, integrators, and technical teams
• Quantify value with clear ROI cases tied to developer productivity, AI adoption, mission outcomes, and secure software delivery
• Be the voice of the federal customer and influence the roadmap with actionable feedback on product, compliance, deployment, and procurement needs
• Partner closely with Field Engineering and our AI Deployment team to deliver outcomes from proof of concept through production deployment and expansion
• Navigate federal procurement processes, contract vehicles, partners, and compliance requirements to accelerate adoption

Requirements

• You have 5+ years of closing experience in enterprise or federal technology sales, ideally selling developer tools, technical SaaS, infrastructure, cybersecurity, or emerging technologies
• You have a consistent track record of landing new logos, expanding strategic accounts, and exceeding quota through self-sourced pipeline generation
• You’re a true hunter — you proactively build pipeline from scratch through outbound prospecting, account mapping, partner leverage, creative sourcing, and relentless follow-up
• You’re comfortable navigating complex federal sales cycles and selling to technical and mission-oriented stakeholders — from engineers and program leaders to CISOs, CIOs, and senior executives
• You understand, or are excited to learn, federal buying motions, procurement processes, security expectations, and partner ecosystems
• You bring an analytical approach to understanding customer needs combined with creative, tactical follow-through to advance opportunities
• You’re an excellent communicator who can build trust across all levels of an organization
• 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

Qualifications

• Proven success in enterprise or federal technology sales
• Experience with AI-powered developer tools
• Strong technical acumen and ability to explain technical concepts to non-technical stakeholders
• Ability to build and maintain strong relationships with key decision-makers
• Excellent communication and negotiation skills
• Passion for AI and its impact on software development

Skills

• Technical sales experience
• Understanding of federal procurement processes
• Ability to build and maintain relationships with key stakeholders
• Strong analytical and problem-solving skills
• Effective communication and negotiation skills
• Passion for AI and its impact on software development

Benefits

• Competitive salary commensurate with experience
• Flexible remote work options
• Health insurance benefits
• Professional development opportunities
• Work-life balance

Pay

Salary is competitive and commensurate with experience.

Schedule

Full-time position with flexible remote work options.