Strategic Partnerships & Growth Lead — DoW / Army

About the role

Cursor is the AI code editor used by engineers across the defense industrial base. We're now building a dedicated motion to scale that footprint across the US Army ecosystem — through the prime contractors who build, operate, and modernize software for the Army every day.

Responsibilities

• Prime Contractor Partnerships - 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
• Air End-User Pull-Through - 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
• Revenue & Pipeline - 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
• Cross-Functional Partnership - 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

• Active Secret clearance or above — candidates without an active clearance will not be considered
• 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)

Qualifications

• Strong plus: Active TS/SCI
• Strong plus: Prior active duty or civilian service in an Army software or digital modernization role (Software Factory, PEO, Army Futures Command)
• Strong plus: Experience selling developer tools, AI/ML platforms, or SDLC tooling through or alongside defense primes
• Strong plus: Familiarity with how Army programs evaluate and mandate developer tooling standards across prime and subcontractor teams
• Strong plus: Existing Army-side relationships at Kessel Run, PEO EIS, Army CIO/G-6, or Futures Command