Sales Development Leader, APJ

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. SALES DEVELOPMENT LEADER, APJ Location: Sydney, Australia (In Office) ABOUT THE ROLE We are hiring a Sales Development Leader, APJ to build and lead Cursor’s Sales Development organization across Asia Pacific. Based in our Sydney office, this is a frontline leadership role responsible for hiring, coaching, and developing a high-performing team of Account Associates that generate pipeline and accelerate customer adoption across the region. This isn’t a traditional SDR organization focused solely on cold outreach. Our Sales Development team partners closely with Growth, Marketing, RevOps, and Sales to identify buying signals, engage customers at the right moment, and create highly personalized outreach informed by product usage, PLG signals, and creative automation. You’ll help your team balance modern, signal-based engagement with disciplined outbound prospecting to consistently create new opportunities across commercial and enterprise accounts. You’ll be responsible for building a strong team culture, driving execution against pipeline goals, coaching early-career talent, and continuously improving how Cursor engages prospective customers across APJ. This role is ideal for a hands-on sales leader who enjoys coaching people, experimenting with new approaches, and building scalable operating rhythms in a fast-growing company. This is a full-time, in-office leadership role based in our Sydney office. WHAT YOU’LL DO - Hire, onboard, coach, and develop a high-performing team of Account Associates supporting the APJ business. - Lead the team’s day-to-day execution against pipeline generation goals, activity metrics, and conversion targets. - Partner with Growth, RevOps, Marketing, and Sales to execute signal-based outbound programs leveraging product usage, PLG insights, events, and other buying signals. - Help define and refine regional sales development playbooks that combine modern automation with highly personalized customer engagement. - Coach Account Associates on prospecting, discovery, qualification, messaging, and customer engagement to consistently improve pipeline quality. - Establish a strong operating cadence through regular pipeline reviews, one-on-ones, performance coaching, team meetings, and career development. - Monitor team performance, identify trends, and use data to continuously improve productivity, conversion rates, and execution. - Collaborate closely with Commercial and Enterprise Sales leaders to ensure high-quality pipeline generation and seamless opportunity handoffs. - Foster a culture of curiosity, experimentation, accountability, and continuous learning. - Develop future sales talent by creating clear career pathways into Account Executive and other GTM roles across Cursor. WHAT WE’RE LOOKING FOR - 5+ years of SaaS sales experience, including experience leading frontline Sales Development or SDR teams. - Proven success hiring, coaching, and developing high-performing SDRs or Account Associates in a fast-paced technology company. - Experience building predictable outbound pipeline generation through a combination of prospecting, automation, and data-driven experimentation. - Strong operational discipline with experience managing team performance through metrics, coaching, and structured operating cadences. - Experience partnering cross-functionally with Marketing, Growth, RevOps, and Sales to improve pipeline generation and conversion. - Passion for coaching and developing early-career sales talent into successful GTM professionals. - Curiosity about AI, developer tools, or technical products, with the ability to help teams engage technical buyers effectively. - Comfortable operating in a high-growth, fast-changing environment where experimentation and continuous improvement are expected. - Excellent communication, coaching, and leadership skills with a collaborative, builder’s mindset. - Experience with AI products, growth automation platforms, PLG motions, or developer-focused technology is a plus.