Strategic Partnerships & Growth Lead — Civilian Government

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 Cursor is the AI code editor used by software engineers across the federal government and the contractors who support them. We are now building a dedicated motion into the civilian Cabinet-level agency ecosystem — DHS, DOJ, DOE, Treasury, HHS, State, and the dozens of bureaus and offices within them that run significant software development operations. This role owns Cursor's civilian government channel: building relationships with the prime contractors, systems integrators, and federal consulting firms that develop and operate software for Cabinet-level civilian agencies. The mission is to embed Cursor into the software development workflows of every engineer building for the federal civilian government. Civilian agencies run some of the most complex software in the world — border management at CBP, financial systems at Treasury, scientific computing at DOE national labs, law enforcement infrastructure at FBI. The developers inside those programs need better tools, and Cursor is already being used by individuals inside these agencies. This role builds the formal channel motion to make it the standard. This is a senior individual contributor role with revenue ownership, reporting directly to sales leadership. What You'll Do Prime contractor and channel partnerships - Own and grow Cursor's relationships with prime contractors and systems integrators focused on civilian agency programs: Accenture Federal Services, Deloitte Government and Public Services (GPS), Booz Allen Hamilton (Civil division), Leidos Civil, SAIC, CACI, Maximus Federal, Guidehouse, ICF, and contractors supporting MITRE-operated FFRDC programs - Negotiate and close partnership agreements — reseller arrangements, teaming agreements, and approved vendor designations — that embed Cursor into software delivery workflows on civilian agency programs - Work with prime BD and program management teams to co-sell Cursor into new civilian agency contract awards at the proposal stage - Identify and develop relationships with federal consulting firms and boutique civilian-agency integrators that can serve as channel partners or pull-through vehicles Agency end-user pull-through - Build relationships inside DHS (CBP, USCIS, ICE, TSA, CISA, FEMA, Coast Guard), DOJ (FBI, DEA, ATF, USMS), DOE (NNSA, national laboratory network including Sandia, Los Alamos, Lawrence Livermore, PNNL, Argonne, Oak Ridge), and other Cabinet-level agencies at the IT, software engineering, and digital transformation leadership level - Engage agency CIOs, CDOs, and digital service offices to build awareness and preference for Cursor within civilian agency software development standards and procurement pipelines - Develop relationships with the US Digital Service (USDS), GSA (18F, Login.gov http://Login.gov, cloud.gov http://cloud.gov), and agency-embedded digital transformation teams that influence tooling standards across the civilian government - Represent Cursor at ACT-IAC events, AFCEA Federal, agency industry days, and civilian government technology conferences; establish Cursor's presence in the federal civilian IT community Revenue and pipeline - Own a revenue target for civilian government channel business - Build and manage a pipeline of prime contractor partnerships and program-level co-sell opportunities across civilian agency programs - Forecast and report on channel pipeline with the same rigor as direct enterprise deals - Identify and pursue contract vehicles relevant to civilian software tools: GSA IT Schedule 70, CIO-SP4, Alliant 2/3, and agency-specific BPAs and IDIQs Cross-functional - Work with Cursor's legal and compliance teams on teaming agreements, vendor qualification, and FedRAMP authorization planning — civilian agencies are more likely to require FedRAMP than DoD, and this candidate should be able to navigate those conversations honestly and strategically - Partner with Field Engineering on technical evaluations and POCs inside prime contractor and agency developer environments - Channel civilian agency developer feedback and product requirements back to Cursor's roadmap team — DOE national labs in particular will push requirements for high-performance computing, scientific workflows, and air-gapped environments that no other customer segment will surface What We're Looking For Required - Active Secret clearance — non-negotiable; candidates without an active Secret clearance will not be considered - US Citizenship required - 5+ years of channel sales, BD, or partnership management experience inside the federal civilian government market, with direct exposure to Cabinet-level agency programs - Existing relationships at one or more prime contractors or systems integrators active in the civilian agency market at the BD, program management, or technical leadership level - Understanding of civilian government procurement mechanics: GSA Schedule 70, IDIQ vehicles (CIO-SP4, Alliant 2/3), agency-specific BPAs, and the role of FedRAMP in civilian agency software procurement - Track record of standing up or expanding channel/partner relationships that drove material software or technology revenue ($500K+) in the civilian federal market - Comfortable navigating both the prime-facing channel layer (BD, program managers, contracting) and the end-user pull-through layer (agency software engineers, IT leads, digital transformation offices) Strong plus - Active TS/SCI or DOE Q clearance - Prior experience or service at a Cabinet-level civilian agency in a software, IT, data, or digital transformation role - Experience selling developer tools, AI/ML platforms, or SDLC tooling through or alongside civilian federal prime contractors - Existing relationships at DHS (any component), DOJ (FBI, DEA, or USMS), DOE (NNSA or national laboratory), or Treasury/HHS digital service offices - Familiarity with FedRAMP authorization processes and the ability to position a pre-authorization vendor's roadmap credibly in front of civilian agency procurement teams - Network within the civilian federal prime ecosystem: Accenture Federal Services, Deloitte GPS, Booz Allen Civil, Leidos Civil, SAIC Civil - Understanding of DOE national laboratory culture and procurement — national labs operate outside standard civilian agency procurement in meaningful ways and represent some of the largest software development communities in the federal government Why this role Cabinet-level civilian agencies employ tens of thousands of software developers and spend billions on technology contracts annually. Cursor is already being used by engineers inside these agencies and the contractors that support them. The formal channel motion does not yet exist. This role builds it from scratch, with a product developers choose independently, a growing prime contractor presence to build on, and direct access to Cursor's GTM and product leadership.