RVP, Strategic Sales, HiTech

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** As RVP, Strategic Sales for our HiTech vertical, you'll build and lead the organization responsible for revenue growth across our biggest segment. You'll hire and develop frontline sales leaders, set territory and account strategy at scale, and personally engage in the most strategic, executive-level relationships in the region. You'll partner with engineering leaders — from CTOs to VPs of Engineering — to show how SpaceXAI transforms developer productivity, and drive a land-and-expand motion across sophisticated software companies. This is a second-line leadership role: you'll scale through managers who lead high-performing Account Executives, while staying close enough to the business to shape strategy, unblock deals, and set the bar for excellence. It requires deep technical fluency, command of complex enterprise buying processes, and a genuine passion for AI-powered developer tools. You'll be a foundational leader in our enterprise sales organization. **What you’ll do** - Build, hire, and lead a team of frontline sales leaders (and, through them, a high-performing Strategic AE organization); own forecasting, pipeline health, and quota attainment across the region. - Set and execute go-to-market strategy for a named geographic enterprise territory — driving new logo 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 executive stakeholders. - Coach and develop sales leaders to build teams of trusted product experts who can guide prospects through trials, technical evaluations, security reviews, and large-scale rollouts. - Build executive relationships across strategic accounts and represent Cursor at the CTO / VP Engineering / C-level. - Establish clear ROI frameworks tied to developer productivity and AI adoption, and ensure your leaders and teams apply them consistently. - Serve as the voice of the enterprise customer to leadership, shaping roadmap, packaging, deployment, and GTM strategy. - Partner closely with Field Engineering and the AI Deployment team to ensure outcomes from proof of concept through production deployment and expansion. - Partner closely with Field Engineering and the AI Deployment team to ensure outcomes from proof of concept through production deployment and expansion. - Build repeatable playbooks for outbound hunting, enterprise deal execution, and land-and-expand so the region scales with quality, not just headcount. - Operate as a true builder: stand up or scale the region with a bias for hands-on involvement in account strategy, executive engagement, and enabling your leaders to win. **You may be a fit if** - You have 12+ years of enterprise technology sales experience, including 5+ years leading and scaling quota-carrying sales organizations, with meaningful experience as a second-line leader (managing managers), ideally in developer tools, technical SaaS, infrastructure, or emerging technologies. - You have a consistent track record of building and leading teams (and leaders) that land new logos, expand strategic accounts, and exceed quota. - You're a builder — you've stood up or scaled a region or multi-team organization from the ground up, with a bias for hands-on involvement in outbound motion, account mapping, and executive deal strategy. - You're comfortable navigating complex enterprise sales cycles and coaching leaders and reps to sell to technical stakeholders — from senior ICs to CTOs and C-level executives. - You understand how sophisticated software companies buy developer tools, and can translate that into regional strategy, hiring plans, and enablement. - You bring an analytical approach to pipeline and forecasting, combined with the creative, tactical instincts to unblock deals and coach leaders through them. - You're an excellent communicator and leader who builds trust across all levels — your leaders, your broader team, customers, and Cursor executives 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.