RVP, Geo Enterprise East

About the role

You will architect and own the end-to-end revenue strategy for a major geographic enterprise segment, translating complex stakeholder needs into a repeatable sales motion. You will build, hire, and develop a team of frontline sales leaders who execute with precision while you focus on the highest leverage strategic activities. You will personally shepherd mission-critical deals, navigating intricate consensus-driven buying committees to secure transformative wins. This role demands that you act as a strategic partner to the C-suite, demonstrating how Cursor directly impacts developer velocity and engineering outcomes. You will establish rigorous frameworks for measuring return on AI investment and ensure these are embedded in every customer engagement. You will synthesize customer feedback into product and packaging insights, positioning Cursor at the center of the developer toolchain. You will operate as an operator and a leader, maintaining deep involvement in account planning and execution to remove blockers and accelerate expansion. This is a foundational role where your decisions will define the culture and performance of our enterprise sales organization.

Key facts

What you'll do

• Build, hire, and lead a team of frontline sales leaders and the broader Geo Enterprise Account Executive organization; own forecasting accuracy, pipeline integrity, and quota attainment for the entire region.
• Architect and execute a tailored go-to-market strategy for a named geographic enterprise territory, balancing new logo acquisition with strategic expansion revenue.
• Personally engage in the largest, most complex deals, leading multi-threaded sales cycles that span Engineering, Product, Security, Procurement, Legal, and executive decision-makers.
• Coach and develop sales leaders to cultivate teams of trusted product experts capable of guiding prospects through rigorous trials, technical evaluations, and security reviews.
• Establish and communicate a clear ROI framework tied to developer productivity and AI adoption, ensuring consistent application across all enterprise engagements.
• Build enduring executive relationships with CTOs, VPs of Engineering, and C-level leaders, representing Cursor as a strategic advisor rather than a vendor.
• Synthesize enterprise customer input to directly influence product roadmap, packaging, deployment models, and long-term GTM strategy.
• Partner deeply with Field Engineering and the AI Deployment teams to ensure seamless outcomes from initial proof of concept through production deployment and subsequent expansion.
• Create repeatable playbooks for outbound hunting, enterprise deal execution, and land-and-expand motions that scale quality alongside headcount.
• Operate as a hands-on builder, standing up or scaling the region with a bias for direct involvement in account strategy, executive engagement, and enabling leaders to win.
• Drive the creation of sales collateral, battle cards, and competitive intelligence specific to enterprise developer tool procurement processes.
• Champion data-driven decision-making, using pipeline analytics and market signals to identify risks, prioritize high-value opportunities, and coach teams accordingly.

Requirements

You must have 12 or more years of enterprise technology sales experience, including at least 5 years leading and scaling quota-carrying sales organizations. You must have meaningful experience as a second-line leader, managing managers, ideally within developer tools, technical SaaS, infrastructure, or emerging technology categories. You must demonstrate a consistent track record of building and leading teams that successfully land new logos, expand strategic accounts, and exceed assigned quotas. You must be a builder who has stood up or scaled a region or multi-team organization from the ground up, with a proven bias for hands-on involvement in outbound motion, account mapping, and executive-level deal strategy. You must be comfortable navigating highly complex enterprise sales cycles and coaching leaders and representatives to sell effectively to technical stakeholders, ranging from senior ICs to CTOs and C-level executives. You must possess a deep understanding of how sophisticated software companies buy developer tools and be able to translate that knowledge into regional strategy, hiring plans, and enablement programs. You must bring an analytical approach to pipeline and forecasting while maintaining the creative, tactical instincts required to unblock stalled deals and coach leaders through challenging scenarios. You must be an exceptionally strong communicator and leader who builds durable trust across all levels, including peers, direct reports, customers, and executive stakeholders at Cursor. You must be genuinely passionate about AI and excited by the transformative potential of reimagining how software gets written in the context of developer productivity.

Nice to have

There are no preferred qualifications, certifications, or skills specified in the source material beyond the hard requirements listed above.

Practical notes

There are no specified hours, travel requirements, visa conditions, application deadlines, or other logistical details provided in the source material.