Anysphere, Inc

Role Description We're looking for a Forward Deployed Strategist to own our most strategic customer engagements - from first workshop through delivery. You'll sit with executive sponsors, surface the highest-value use cases, turn them into tightly scoped projects, then stay accountable for the outcome, working with the FDE. You'll typically work in a pod of one Strategist and 1-2 FDEs. You own the executive relationship and the shape of delivery; the FDE embeds with the customer's team and owns the deeper production builds. You'll stay hands-on at the configuration layer week to week, including workflows, integrations, and platform tooling, partnering with the FDE where the build is most complex. You will translate technical build into business outcomes and own the adoption of the build. This is for someone who combines technical credibility in agentic coding and LLMs with the executive presence to earn trust in the boardroom, and the judgment to keep engagements scoped tight, delivered fast, and worth repeating. What you'll do - Scope - Partner with customer executive sponsors to scope FDE projects - translating ambiguous business problems into concrete, time-boxed deliverables with clear ROI. - Lead technical discovery and architecture reviews, surfacing integration complexity and infrastructure constraints to validate that every engagement is technically feasible. - Deliver - Work side by side with the FDE on the technical build - you own the configuration layer including workflows, settings, integrations, and platform tooling that don't require heavy custom code while the FDE owns the deeper production builds. - Own technical enablement and adoption: run hands-on training, build playbooks and reference workflows, and coach the customer's team until they're self-sufficient. Adoption is measured by what their users do without you in the room. - Monitor technical feasibility throughout delivery, adjusting scope with the sponsor when constraints emerge rather than letting engagements drift. - Identify and scope expansion opportunities as they surface during delivery, in partnership with the account team. - Escalate product gaps, integration friction, and recurring customer pain back to Product and Engineering with enough specificity to drive roadmap decisions. - Build reusable playbooks that make the broader FDE org more capable over time. - Own the executive relationship - Establish and maintain the executive relationship on your engagements, serving as the primary point of contact from kickoff through handoff. - Sell the vision and the plan to C-suite stakeholders who need to believe in both the outcome and the team delivering it. - Translate between business outcomes and technical implementation in both directions - for the sponsor and for the build team. Qualifications - You've spent 6+ years in Solutions Architecture, Deployment Strategy, technical consulting, or an Engagement Manager seat where you owned scoping and delivery with a technical team in AI-production workflows. - You understand agentic coding and LLMs well enough to hold your own with senior engineers: how they behave in production, where they fail, and what a resilient workflow looks like (you don't need to be the person writing the production code). - You're comfortable hands-on with Cursor workflows, integrations, and platform config, and can read enough Python / JS-TS to partner with an FDE. - You've shipped AI-native workflows past the prototype stage and can tell a real production constraint from a nice-to-have. - You can walk into an unfamiliar enterprise engineering organization, find the highest-leverage intervention fast, and scope something that delivers concrete value in weeks, not quarters. - You have the executive presence to own the C-suite relationship and the technical credibility to earn trust with their engineering leads. - Domain depth in FSI, insurance, telecom, high-tech, healthcare/life sciences, or semiconductor is a strong plus.

Role Description Cursor's Business Development team drives our alternative routes to market: executive briefings, investor-convened roadshows, and zero-to-one market entry. This motion has opened enterprise markets across continents, converting executive access into qualified pipeline at a measured, proven rate. We're looking for a Regional Vice President of Business Development to accelerate this motion in your region, working closely with our go-to-market leaders, customers, and partners to turn executive relationships into sourced pipeline for the account and partnership teams who carry those relationships forward. What You'll Do: - Own our executive briefing network in-region. - Build and maintain relationships across our largest customers and prospects. - Plan and lead executive engagement. - Organize and facilitate meetings and multi-day trips for Cursor's executives in-region, directly owning the relationship until an account owner is assigned. - Drive new market entry and intelligence. - Identify sub-regions, industries, and strategies for net-new customer acquisition, and help establish our presence in them. - Execute our regional enterprise growth strategy. - Manage relationships across the full partner and customer lifecycle - from planning trips and roadshows to supporting account executives through close. - Forge new relationships. - Build connections with partners, customers, and stakeholders in the region that contribute to our growth. Qualifications - 10+ years of experience in business development, partnerships, venture capital, or sales. - Comfortable operating in ambiguity, with a track record of hitting goals without a playbook. - Have worked directly with customers and cross-functionally to get things done. - Self-starter with clear evidence of professional initiative. - Exceptional communicator with strong executive presence. - Take pride in being a "super IC," someone who does exceptional individual work. - Familiar with the developer tooling ecosystem and current trends in AI.

Role Description 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. The AWS partnership is a major growth lever for Cursor, and we are investing deeply in making it a cornerstone of how we reach enterprise customers. As we scale, we are building a dedicated alliance function to accelerate co-sell, marketplace, and field motions - and this role will lead that effort from the ground up. You will be the first dedicated owner of our AWS alliance, reporting into Strategic Tech Alliances. You will develop and execute the joint GTM plan, drive co-sell and marketplace pipeline, build deep relationships with AWS partner and field teams, and stand up scaled enablement for AWS technical sellers and customer-facing engineering personas. This is an IC role, with a path to team lead as the Strategic Tech Alliances org scales. We believe collaboration thrives in person, so while this role can be remote, we expect periodic travel to our offices - cozy spaces in North Beach, San Francisco and Manhattan, New York, complete with well-stocked libraries - along with the regular travel this role typically involves. This model supports real-time problem-solving, stronger relationships, and the kind of precision that drives great outcomes, wherever you're working from. Key Responsibilities - Develop and execute the annual AWS joint GTM plan, including co-sell priorities, marketplace motions, field enablement, and executive engagements - Build and maintain deep relationships with AWS partner teams, ISV Accelerate, and field organizations - Drive AWS Marketplace pipeline through co-sell coordination, deal registration, private offer execution, and committed spend activation - Operationalize AWS Partner Funding strategically, maximizing ROI while maintaining compliance - Work with enterprise sales and partner teams to align relevant programs and initiatives to active co-sell priorities and territory plans - Participate in forecast calls, QBRs, and pipeline reviews as an accountable alliance owner - Own execution of joint programs and enablement, including integrated campaigns, marketplace promotion, solution briefs, and field events - Build and run scaled field enablement targeting AWS technical pre-sales, post-sales, and customer-facing engineering personas - Collaborate with product marketing to ensure AWS-specific messaging reflects the platform narrative and buyer problems - Develop content and enablement assets that AWS field teams will use, built around their selling motion - Define, track, and report on KPIs aligned to partner sales outcomes, including pipeline, co-sell wins, and marketplace revenues. Qualifications - 6+ years in strategic alliances, partner marketing, alliance marketing, or cloud GTM in enterprise technology - Deep, hands-on AWS experience: direct work within or alongside APN, ISV Accelerate, AWS Marketplace, or AWS co-sell programs - Proven track record of alliance or co-marketing programs that generate pipeline and influence revenue - Strong grasp of AWS partner economics: MDF/co-op funding, marketplace fee structures, co-sell incentives, and ISV tiering - Experience building or running field enablement programs that reach technical seller and solutions architect audiences at scale - Experience collaborating across field sales, product marketing, and alliance business development in a matrixed environment - Comfortable operating as a senior IC who can grow into a team lead - leading through influence, execution, and credibility with partner and internal stakeholders Nice-to-haves - Background in developer tools, AI platforms, or an ISV that co-sells through AWS - Familiarity with AWS Partner Central (ACE), CPPO, and Marketplace SaaS/private offer mechanics - AWS certification (Cloud Practitioner or above)

Role Description As RVP, Federal Sales at Cursor, you'll build and lead the team responsible for revenue growth across our federal accounts within Public Sector. You'll hire, coach, and scale a team of Account Executives, set territory and account strategy, and personally engage in top strategic and executive-level relationships. You'll partner with engineering leaders across federal agencies - from CTOs to program leads - to show how Cursor transforms developer productivity, and drive land-and-expand motion at scale across the segment. This role requires deep technical fluency, command of complex enterprise and government buying processes, and a genuine passion for AI-powered developer tools. You'll be a foundational leader in our enterprise sales organization, based in the DC-metro area. What you'll do - 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. 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.

Role Description We're building a Forward Deployed Engineering team to close the gap between the value our enterprise customers expect from Cursor and the value they're actually getting. FDEs don't advise, they embed directly with customer engineering teams, build production-grade Cursor workflows, and transfer the habits and culture that compound long after the engagement ends. The measure of success is what's different at day 30, not what got shipped. We're looking for a Regional Director, Forward Deployed Engineering to lead and help scale this team. You'll manage a growing team of FDEs working across our most strategic enterprise accounts, own what makes a world-class FDE engagement, and stay close enough to the work to escalate, coach, and course-correct in real time. You will serve as the primary point of contact for customers, owning both project delivery and the day-to-day relationship, while also identifying and scoping new opportunities. You'll also build our partner FDE track - training and enabling GSI and consulting partners who extend this motion at scale. This is a hands-on leadership role for someone who combines deep technical credibility, strong people management, and the judgment to keep engagements scoped tight, delivered fast, and worth repeating. What you'll do - Sell - Own the full arc from technical discovery to executive close - partnering with Sales and Account teams to qualify opportunities, leading architecture reviews, surfacing integration complexity and infrastructure constraints, and scoping engagements with enough precision to de-risk delivery before a line of code is written. - Build and present proposals that translate ambiguous customer problems into concrete, time-boxed deliverables with clear ROI. - Sell the vision and the plan to C-suite stakeholders who need to believe in both the outcome and the team delivering it. - Drive deal strategy on strategic accounts; your technical credibility is a direct lever on close rates for six- and seven-figure engagements. - Deliver - Serve as executive technical sponsor on your region's highest-priority engagements and manage stakeholder relationships from IC engineers to C-suite. - Ensure delivery quality across your team's projects: appropriate scoping, milestone tracking, technical standards, and clean handoffs to customer engineering teams. - Translate between business outcomes and technical implementation in both directions. - Identify and escalate product gaps, integration friction, and recurring customer pain back to Product and Engineering with enough specificity to drive roadmap decisions. - Manage active engagements: escalate on complex builds, coach FDEs on scoping and delivery decisions, and step in directly on accounts where the stakes are highest. - Build reusable playbooks that make the broader FDE org more capable over time. - Manage People - Lead, develop, and scale a team of 6-8 Forward Deployed Engineers working strategic FDE projects. - Hire top-tier FDE talent; set clear expectations, technical performance standards, and career growth paths for a team where "excellent" means actually shipping in production. - Coach FDEs through the hardest problems in the field - scoping under deal pressure, building alongside senior technical stakeholders, and knowing when to protect scope vs. when to flex. - Build and scale the partner FDE track - train, enable, and hold the quality bar for GSI and consulting partners who carry the FDE motion forward at volume. Qualifications - You have 8+ years of experience leading technical teams that build and ship in production - Forward Deployed Engineering, Solutions Engineering, or a similar function where writing and reviewing code is part of the job. - You have experience with software development and coding in Python, Javascript/Typescript. - You've built and owned AI-native workflows in production, not just prototypes, and have debugged real-world model failures. - You can diagnose a complex enterprise engineering environment quickly, identify the highest-leverage intervention, and scope a meaningful engagement. - You've built and scaled IC-level technical teams and know what excellence looks like in the field: sharp scoping, clean delivery, and knowledge that stays at the customer long after the engagement closes.