Cursor

• Own the full sales cycle across ANZ, from first outreach to close, working directly with engineering leaders, CTOs, developer platform teams, and procurement stakeholders. • Build and manage a healthy pipeline through outbound prospecting, inbound follow-up, partner referrals, creative sourcing, and your own network. • Meet and exceed quarterly and annual revenue targets. • Develop executive relationships and day-to-day champions within each account, becoming a trusted product expert for customers and prospects. • Guide prospects through trials, technical evaluations, security reviews, procurement processes, and broader rollouts. • Quantify value with clear ROI cases tied to developer productivity, AI adoption, and software delivery velocity. • Design and execute innovative sales strategies for the ANZ market; analyze market trends and translate high-level plans into targeted account activities and campaigns. • Navigate complex buying committees across engineering, IT, security, legal, finance, procurement, and executive stakeholders. • Be the voice of ANZ customers internally, sharing actionable feedback that influences product roadmap, pricing, packaging, and go-to-market strategy. • Help establish and refine Cursor’s enterprise motion in ANZ, including local market learnings, repeatable playbooks, and early customer references.

• Own a named book of strategic enterprise accounts across ANZ, driving new logo acquisition and expansion revenue. • Run a disciplined, full-cycle sales process from prospecting and discovery through evaluation, negotiation, and close. • Build and execute account strategies that connect Cursor’s capabilities to the technical and business priorities of engineering leaders, CTOs, and developer platform teams. • Create pipeline through outbound prospecting, executive mapping, inbound follow-up, partner referrals, and your own network. • Partner closely with Sales Engineering, Product, and Customer Success to deliver high-quality evaluations and ensure customers realize value quickly. • Navigate complex enterprise buying processes, including security reviews, legal negotiations, procurement, and multi-stakeholder approval cycles. • Serve as the voice of Australian enterprise customers internally, sharing market feedback and deal learnings with Product, Marketing, Customer Success, and GTM leadership. • Help establish Cursor’s enterprise presence in Australia by building repeatable motions, local market insights, and early customer references. • Consistently meet and exceed quarterly and annual revenue targets.

• Lead, coach, and scale a team of Field Engineers supporting enterprise opportunities • Partner closely with Sales leadership and AEs to drive high quality technical discovery, demos, and POCs • Establish best practices for evaluations, proof-of-concept execution, and technical deal strategy • Serve as an escalation point for complex customer evaluations and high-stakes enterprise deals • Hire, onboard, and develop top-tier Field Engineering talent; set clear expectations and career paths • Act as the voice of the field internally, feeding customer and prospect insights back to Product and Engineering • Ensure tight handoffs with post-sales teams to support successful customer onboarding and adoption • Maintain deep knowledge of Cursor’s product, roadmap, and competitive landscape

• Develop AI-powered systems that synthesize customer signal at scale — separating noise from what matters, routing feedback to the right teams, and surfacing the voice of the customer in ways that actually shape product decisions. • Build dashboards and data pipelines that give engineering and product leaders real-time visibility into bug volume, quality trends, and where their domains stand — by product area, severity, and over time. • Build intelligent bug intake and triage systems — moving from manual, inconsistent prioritization to agentic pipelines that produce well-written, well-prioritized bug reports at scale. • Build integrations across our tooling ecosystem (ticketing systems, payment processes, CRM, data warehouse, etc.) to create seamless workflows. • Partner with domain specialists and support engineers to identify pain points and ship solutions quickly — you're building for an internal team that will tell you exactly what's broken.

• Build and own an AI-native, first-of-its-kind Voice of the Customer program. • Develop and maintain feedback loops that translate customer experience into product decisions. • Drive agentic bug prioritization at scale. • Serve as the senior escalation point between frontline support and engineering. • Act as the go-to product expert across User Ops and the broader business. • Partner with engineering teams on key initiatives in your domain. • Contribute to the tooling and infrastructure that makes quality operations more scalable.

• Lead, coach, and scale a team of Field Engineers supporting enterprise opportunities within your vertical • Partner closely with Sales leadership and AEs to drive high-quality technical discovery, demos, and POCs with strategic and Fortune 500 accounts • Own the 0-to-1 build-out of the vertical Field Engineering practice — including field events, industry-specific collateral, customer stories, and deep executive relationship building • Establish best practices for evaluations, proof-of-concept execution, and technical deal strategy tailored to the buyers, compliance requirements, and workflows of your vertical • Serve as an escalation point for complex customer evaluations and high-stakes enterprise deals • Hire, onboard, and develop top-tier Field Engineering talent with relevant vertical experience; set clear expectations and career paths • Act as the voice of the field internally, feeding vertical-specific customer and prospect insights back to Product and Engineering • Ensure tight handoffs with post-sales teams to support successful customer onboarding and adoption • Maintain deep knowledge of Cursor's product, roadmap, and competitive landscape

• Provide in-depth technical support via support tickets and Slack messages, resolving complex user-reported issues and ensuring high-quality customer interactions. • Debug, reproduce, and troubleshoot software bugs and usability problems. • Design and build internal tools and automations to scale support operations. • Represent Anysphere in technical conversations with enterprise users and developers. • Partner with Product and Engineering to escalate critical issues and feed insights into the roadmap. • Maintain and expand user-facing documentation and internal knowledge bases to empower both customers and teammates.

• Partner with Account Executives to lead technical discovery, demos, and proof-of-concept engagements. • Build trusted relationships with engineering leaders, architects, and developers, serving as their technical advisor. • Translate customer requirements into solution designs, guiding them on best practices for rollout, prompt strategy, and context configuration. • Develop and deliver technical presentations, whiteboard sessions, and hands-on workshops tailored to customer needs. • Act as the customer’s technical advocate internally, influencing roadmap priorities and escalating feedback to Product and Engineering. • Maintain deep knowledge of Cursor’s capabilities and competitive landscape to position our value effectively. • Support strategic account planning and help drive expansion opportunities with technical validation.

• Own and drive Cursor’s SLED go-to-market strategy across state governments, local agencies, and public education institutions • Build, hire, and lead a high-performing SLED sales organization across regions • Develop and close strategic deals while establishing repeatable, regionally scalable sales motions • Navigate varied procurement pathways, including state contracts, cooperatives, and education buying processes • Build relationships with key stakeholders across states, municipalities, school systems, and higher education • Partner with product and engineering to align roadmap priorities with SLED needs (e.g., budget constraints, deployment flexibility, security) • Establish partnerships with resellers, regional partners, and ecosystem players to expand reach • Implement pipeline discipline, forecasting, and operational rigor to support scaling

• Own and drive Cursor’s aerospace go-to-market strategy across defense, space, and commercial aviation sectors • Build, hire, and lead a high-performing aerospace sales organization over time • Develop and close strategic deals with agencies, primes, and commercial aerospace companies • Navigate complex procurement processes and long sales cycles across both government and contractor ecosystems • Establish and grow relationships with key stakeholders, including defense contractors, system integrators, and partners • Partner with product and engineering to align roadmap priorities with aerospace requirements (e.g., security, air-gapped deployments, compliance) • Identify and execute strategic partnerships that accelerate distribution and adoption • Represent Cursor externally with senior stakeholders and at key industry events