Strategic Partnerships & Growth Lead — DoW / COCOM & SOF

About the role

The Strategic Partnerships & Growth Lead is responsible for building and growing Cursor’s relationships with prime contractors and systems integrators focused on COCOM and SOF programs. The role also involves engaging with SOF AT&L, USSOCOM's acquisition community, and command innovation offices to build awareness and preference for Cursor within SOF software development standards and acquisition pipelines.

Responsibilities

• Own and grow Cursor's relationships with prime contractors and integrators focused on COCOM and SOF programs: Booz Allen Hamilton, Leidos, CACI, SAIC, L3Harris, PAE, Peraton, and specialized SOF technology companies
• Negotiate and close partnership agreements, reseller arrangements, teaming agreements, and approved vendor designations that embed Cursor into software delivery workflows on COCOM and SOF-supported programs
• Work with prime BD and program management teams to co-sell Cursor into new COCOM and SOF contract awards at the proposal stage
• Identify and develop relationships with SOF-focused commercial technology companies and accelerators (SOFWERX, NavalX, AFWERX portfolio companies) that can serve as channel partners or integration points
• COCOM & SOF End-User Pull-Through
• Build relationships inside USSOCOM (MacDill AFB), JSOC (Fort Liberty), AFSOC, MARSOC, NSWC, and the geographic COCOMs (INDOPACOM, EUCOM, CENTCOM) at the J6, J2, and software/innovation lead level
• Engage SOF AT&L, USSOCOM's acquisition community, and command innovation offices to build awareness and preference for Cursor within SOF software development standards and acquisition pipelines
• Represent Cursor at SOF Week, SOFIC, AUSA Global Force Symposium, and AFCEA events; establish Cursor's presence in the SOF technology and acquisition community
• Leverage SOCOM's unique acquisition authority — MFP-11 budget, rapid acquisition vehicles, and OTA mechanisms to move faster than conventional DoD procurement
• Revenue & Pipeline
• Own a revenue target for COCOM and SOF channel business
• Build and manage a pipeline of prime contractor partnerships and program-level co-sell opportunities across COCOM and SOF-aligned programs
• Forecast and report on channel pipeline with the same rigor as direct enterprise deals
• Cross-Functional
• Partner with Field Engineering on technical evaluations and POCs inside prime contractor and SOF developer environments, including air-gapped and classified network considerations
• Work with Cursor's legal and compliance teams on teaming agreements, vendor qualification, and IL4/IL5/classified environment requirements relevant to COCOM and SOF program needs
• Channel SOF developer feedback and mission-critical product requirements back to Cursor's roadmap team — these communities will push the product further than any other segment

Requirements

• Active TS/SCI — candidates without an active TS/SCI will not be considered
• 5+ years of channel sales, BD, or partnership management experience inside the defense industrial base with direct exposure to COCOM or SOF-aligned programs
• Existing relationships at one or more prime contractors or technology companies active in the COCOM and SOF market at the BD, program management, or technical leadership level
• Understanding of SOCOM's unique acquisition environment: MFP-11 budget authority, SOF AT&L, SOFWERX rapid prototyping, and OTA mechanisms specific to USSOCOM and the geographic COCOMs
• Track record of standing up or expanding channel and partner relationships that drove material software or technology revenue ($500K+) in the COCOM or SOF ecosystem
• Comfortable navigating both the prime-facing channel layer (BD, program managers, contracting) and the end-user pull-through layer (SOF developers, J6 tech leads, command innovation offices)

Strong Plus

• Polygraph on file
• Prior active duty or civilian service in a SOF unit, JSOC, SOCOM, or geographic COCOM in a software, data, or technology capacity
• Experience selling developer tools, AI/ML platforms, or SDLC tooling through or alongside SOF-focused primes or technology companies
• Existing relationships at USSOCOM (MacDill), JSOC (Fort Liberty), AFSOC (Hurlburt), or a geographic COCOM J6 or innovation office
• Familiarity with SOCOM's technical community: SOFWERX, NavalX portfolio, SOF innovation challenges, and rapid prototyping mechanisms
• Network within the SOF prime ecosystem: Booz Allen BSIM, Leidos National Security Sector, CACI Intelligence & Technology Solutions, L3Harris Communication Systems