Regional Director, Federal Systems Integrators

Join Cursor as a Regional Director to lead revenue growth through federal systems integrators. Build and coach a high-performing team while driving strategic partnerships and co-sell motions. Our mission is to automate coding. The first step in our journey is to build the best tool for professional programmers, using a combination of inventive research, design, and engineering. Our organization is very flat, and our team is small and talent dense. We particularly like people who are truth-seeking, passionate, and creative. We enjoy spirited debate, crazy ideas, and shipping code.

• •Build, hire, and lead a high-performing team of FSI Partner/Account Managers; own forecasting, pipeline health, and quota attainment across the partner book.
• •Set and execute partner strategy for a named set of federal systems integrators, driving new partner acquisition, joint pipeline generation, and long-term strategic growth.
• •Personally own the largest, most strategic SI relationships — leading complex, multi-threaded engagements across capture, delivery, engineering, security, and contracts teams.
• •Coach your team to become trusted product experts, guiding SI partners through technical evaluations, pilot programs, and enterprise-wide rollouts within their delivery organizations.
• •Build executive relationships across SI leadership, capture managers, and technical delivery teams, and represent Cursor at the VP/SVP/practice-lead level.
• •Establish repeatable co-sell motions that connect SI contract vehicles, task orders, and delivery teams to Cursor adoption on specific federal programs.
• •Quantify value with ROI cases tied to developer productivity, delivery speed, and win-rate improvements on federal contracts, and ensure your team applies them consistently.
• •Serve as the voice of the SI partner ecosystem to leadership, shaping roadmap, packaging, and go-to-market strategy for the channel.
• •Partner closely with Field Engineering, the AI Deployment team, and direct Federal Sales to align SI-led and direct motions on shared accounts.
• •Navigate federal contract vehicles, IDIQs, GWACs, teaming agreements, and compliance requirements to accelerate adoption through the partner channel.

• •You have 6+ years of federal technology sales or partner/channel experience, including 2+ years leading and scaling a team, ideally with direct experience working with or inside major federal systems integrators.
• •You have a consistent track record of building and leading teams that drive partner-sourced pipeline, land new SI relationships, and exceed quota.
• •You're a builder — you've stood up or scaled a partner program or territory from the ground up, with a bias for hands-on relationship-building and creative deal structuring.
• •You're comfortable navigating SI organizational structures and capture processes, and coaching others to sell to capture managers, delivery leads, engineers, and senior SI executives.
• •You understand, or are excited to learn, federal contract vehicles, IDIQs, GWACs, teaming agreements, and how SIs win and staff federal work.
• •You bring an analytical approach to partner pipeline and forecasting, combined with the creative, tactical instincts to unblock joint deals and coach your team through them.
• •You're an excellent communicator and leader who builds trust across all levels of an organization — your team, SI partners, and shared federal customers 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.