GTM, Emerging Products

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 The Incubation Team is a new team within Cursor responsible for bringing Cursor's next products to market. We partner closely with Product, Engineering, and Sales to validate customer demand, refine positioning, and build repeatable go-to-market motions before products scale to the broader organization. Each new product gets a dedicated team. There's no established pipeline or playbook. You'll work directly with customers to understand what they need, what they'll pay for, and what it takes to turn an emerging product into a successful business. This is not a traditional sales role. You'll spend as much time learning as you do selling - leading customer discovery, shaping product direction, and influencing go-to-market strategy. If you're excited by ambiguity, enjoy being close to the product, and want to help build what's next, you'll fit right in. What you’ll do - Product expertise and solution leadership: Serve as the GTM expert for incubation products, developing deep knowledge of customer pain points, target personas, product capabilities, competitive alternatives, and positioning. - Account strategy and opportunity creation: Identify opportunities within existing customers and develop a clear point of view on where emerging products can create value. Partner with Core AEs and ADMs on account strategy while independently driving incubation motions - Customer discovery and validation: Lead deep discovery to understand adoption drivers, barriers, product gaps, and buying motivations. Use customer interactions, evaluations, wins, and losses to shape product requirements, positioning, and go-to-market strategy. - Technical and executive selling: Build champions, navigate engineering leaders and executive stakeholders, and lead value-based sales motions that convert opportunities into product adoption - Complex opportunity ownership: Own incubation opportunities end-to-end, coordinating across account teams, Product, Engineering, Field Engineering, and customer stakeholders - Business building: Help determine not only whether customers will adopt a new offering, but why they would do so and what it takes to build a repeatable business around it You may be a fit if - You're genuinely entrepreneurial and curious, and energized by building something new - You see the 0→1 opportunity as the primary draw. You're excited by the challenge of figuring out what customers want, what they'll buy, and how a new product becomes a real business. - You want to be close to the product, understand why it wins and loses, and help shape what comes next - You’re comfortable operating without a playbook and making progress through ambiguity - You move fast, and adapt as products, customer feedback, and priorities evolve - You’ve sold at an early-stage company, and know how to sell transformational outcomes, not just product features or manage inbound demand