Account Executive, Commercial Expansion - San Francisco

Job 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. ABOUT THE ROLE Our Commercial team focuses on high-growth companies where AI adoption is moving fast and deals are often enterprise-sized. We're hiring our first Commercial Expansion Account Executive to own a book of existing accounts, deliver meaningful value to customers, drive expansion, and ensure successful renewals. This is a proactive, sales-led role focused on unlocking the next wave of growth within some of Cursor's most exciting customers. WHAT YOU'LL DO - Own a portfolio of existing commercial customers and be accountable for expansion, net revenue retention, and renewals, landing new business units, deepening adoption, and cross-selling Cursor's platform - Proactively multi-thread into engineering, data, and product leadership to identify opportunities, position additional capabilities (agent-first workflows, new features, frontier models), and turn initial lands into multi-year, multi-product relationships - Monitor usage commitments closely and reach out long before customers exhaust their pre-commit to revisit value delivered, explain Cursor's evolving product and model landscape, and right-size the next phase of usage and commercial structure - Run high-judgment renewal motions - from transactional, email-led renewals to complex, multi-stakeholder negotiations involving solutions, product, and leadership - Help shape and execute an emerging tiering strategy across your book (Tier 1 strategic accounts vs. transactional tail) and ruthlessly prioritize your time accordingly - Stay on top of the fast-changing AI ecosystem - new models, pricing shifts, product capabilities - and translate that into clear, value-led narratives for customers - Collaborate closely with Product, Support, RevOps, and Sales Leadership to tighten feedback loops from the field and level up how Cursor sells and supports commercial customers WHAT SUCCESS LOOKS LIKE - You deliver meaningful value to customers, helping them stay ahead of the curve by growing adoption and transforming the way they build software. - You consistently hit or exceed renewal and expansion targets across your book of business. - Your Tier 1 accounts see meaningful year-over-year growth in both usage and revenue, and you can point to specific multi-threaded plays you ran to make it happen. - Customers trust you as a strategic partner who can explain Cursor's roadmap and pricing, and how the broader AI landscape is shifting and what that means for them. - Internally, Sales and Product leaders rely on you for signal on what's working (and what isn't) in our expansion and renewal playbook. YOU MAY BE A FIT IF - You have 2+ years of closing experience in a high-velocity B2B SaaS environment - You have meaningful expansion and renewal experience: you've owned a book of business, run renewal cycles, and can walk through how you turned an initial land into significant - You have experience selling technical products, including dev tools, infrastructure, data/AI platforms, payments/fintech, or similarly complex, multi-stakeholder solutions - You have a strong commercial and strategic mindset: comfortable navigating change, usage-based models, and explaining "why things are changing" in a way that builds trust - You are energized by change and ambiguity - the AI space is evolving quickly, Cursor's product is evolving with it, and you see that as an opportunity, not a bug - You have a proven track record of outperformance (Presidents Club, top-quartile results, clear evidence you've been an outlier on your team) - You have excellent communication and storytelling skills - both in explaining technical concepts simply and in running thoughtful, value-led commercial conversations WHY THIS ROLE IS UNIQUE - Bleeding-edge product & category: You'll sell into one of the most important shifts in how software is built - AI-native & agent-first development workflows - with a product engineers already know and love. - Expansion in a land-and-expand motion: Cursor's commercial customers can grow extremely quickly. A "commercial" logo can become a $200-400K+ relationship, and you'll be the person making that happen. - Real ownership & impact: You'll be an early member of the Commercial Expansion AE team, helping define the playbook, influence pricing and packaging, and shape how Cursor grows within existing accounts. - Talent density: You'll work alongside top-tier engineers, product leaders, and sellers from OpenAI, Stripe, Figma, Vercel, Databricks, and more.