Regional Director, Commercial Sales ANZ

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. REGIONAL DIRECTOR, COMMERCIAL SALES, ANZ Location: Sydney, Australia (In Office) ABOUT THE ROLE We are seeking a Regional Director, Commercial Sales, ANZ to lead our Commercial Sales team across Australia and New Zealand. Based in our Sydney office, this is a first-line sales leadership role responsible for hiring, coaching, and developing a team of Commercial Account Executives focused on winning high-growth digital native businesses across the region. This team is responsible for acquiring new commercial customers with the potential to become some of Cursor’s largest enterprise accounts over time. The sales motion combines product-led adoption, high-intent inbound demand, strategic outbound prospecting, and fast-moving sales cycles with technical, engineering, founder, and business stakeholders. As the frontline leader, you’ll be responsible for driving day-to-day execution, coaching your team through complex sales cycles, building predictable pipeline, and creating a high-performance culture. You’ll partner closely with regional and global GTM leadership to execute Cursor’s Commercial strategy while helping refine the playbooks and operating rhythms that enable the business to scale. This is an ideal opportunity for a hands-on sales leader who enjoys developing talent, staying close to customers and deals, and building a high-performing team in a fast-growing environment. WHAT YOU’LL DO - Hire, coach, and develop a team of Commercial Account Executives focused on new logo acquisition across Australia and New Zealand. - Lead the team’s execution against pipeline generation, revenue, forecasting, and customer acquisition goals. - Coach Account Executives through every stage of the sales cycle, including prospecting strategy, qualification, deal progression, negotiation, and close. - Drive a repeatable pipeline generation motion across product-led signals, inbound demand, outbound prospecting, referrals, events, and targeted account strategies. - Establish strong operating discipline through regular pipeline reviews, forecast calls, deal inspections, territory planning, and one-on-one coaching. - Partner with Marketing, RevOps, Customer Success, Solutions Engineering, and Sales leadership to improve lead flow, account coverage, customer handoffs, and overall sales productivity. - Help refine regional sales playbooks and share customer insights that improve messaging, positioning, and go-to-market execution. - Stay actively engaged in strategic customer conversations, supporting your team with technical buyers and competitive opportunities. - Foster a culture of accountability, continuous learning, customer obsession, and execution excellence. - Recruit and develop exceptional sales talent while building a strong internal pipeline for future sales leaders. WHAT WE’RE LOOKING FOR - Experience leading a first-line Commercial Sales team, with a track record of hiring, coaching, and developing high-performing Account Executives. - Proven success leading Commercial, Mid-Market, acquisition, velocity, PLG, or digital native sales teams within a high-growth technology company. - Strong sales management fundamentals, including pipeline inspection, forecasting, territory planning, deal coaching, and performance management. - Demonstrated ability to build predictable pipeline generation through outbound prospecting, account prioritization, signal-based selling, and inbound conversion. - Excellent coaching skills with a history of improving team performance and developing successful Account Executives. - Experience selling to or leading teams focused on technical buyers, including engineering, developer, infrastructure, security, or modern software organizations. - Strong operational discipline and the ability to balance structured execution with the flexibility required in a high-growth environment. - Collaborative leadership style with experience partnering across Marketing, RevOps, Customer Success, Finance, and other cross-functional teams. - Excellent communication skills, sound judgment, and the ability to influence across functions while representing your team’s needs effectively. - Excitement about Cursor’s mission, AI-native software development, and helping developers build faster with AI.