Sales Development Leader, APJ

About the Role

Cursor is seeking a Sales Development Leader, APJ to build and lead the Sales Development organization across the Asia Pacific region from our Sydney office. In this frontline leadership position, you will own the end-to-end lifecycle of hiring, coaching, and developing a high-performing team of Account Associates focused on pipeline generation and accelerating customer adoption. This role moves beyond traditional SDR outreach by deeply partnering with Growth, Marketing, RevOps, and Sales to identify buying signals and engage customers at the right moment. You will leverage product usage data, PLG signals, and creative automation to design highly personalized outreach strategies that feel relevant and timely. The ideal leader will balance modern, signal-based engagement with disciplined outbound prospecting to consistently create new opportunities across both commercial and enterprise accounts. This position is hands-on and requires a leader who enjoys coaching individuals, experimenting with new engagement approaches, and establishing scalable operating rhythms within a fast-growing environment. You will play a critical role in shaping the go-to-market motion for APJ, ensuring that every interaction with prospective customers reinforces Cursor's mission to automate coding.

What You'll Do

Hire, onboard, coach, and develop a high-performing team of Account Associates supporting the APJ business across key markets.

Lead the team's day-to-day execution against pipeline generation goals, activity metrics, and conversion targets to maintain consistent growth.

Partner with Growth, RevOps, Marketing, and Sales to execute signal-based outbound programs that leverage product usage, PLG insights, events, and other timely buying signals.

Help define and refine regional sales development playbooks that thoughtfully combine modern automation with highly personalized customer engagement tactics.

Coach Account Associates on prospecting techniques, discovery conversations, qualification methods, messaging strategies, and customer engagement best practices to improve pipeline quality.

Establish a strong operating cadence through regular pipeline reviews, one-on-one coaching sessions, performance feedback meetings, and team development activities.

Monitor team performance metrics, identify meaningful trends, and use data to continuously improve productivity, conversion rates, and overall execution quality.

Collaborate closely with Commercial and Enterprise Sales leaders to ensure high-quality pipeline generation and seamless opportunity handoffs that respect the buyer's journey.

Foster a culture of curiosity, experimentation, accountability, and continuous learning where team members feel empowered to test new ideas and share learnings.

Develop future sales talent by creating clear career pathways into Account Executive roles and other GTM positions across Cursor, ensuring long-term retention and growth.

Requirements

You must bring a minimum of 5 years of SaaS sales experience, including demonstrated experience leading frontline Sales Development or SDR teams in a fast-paced technology company.

You must have a proven track record of hiring, coaching, and developing high-performing SDRs or Account Associates who consistently exceed their performance targets.

You must have experience building predictable outbound pipeline generation through a strategic combination of prospecting, automation, and data-driven experimentation.

You must demonstrate strong operational discipline with the ability to manage team performance through detailed metrics, structured coaching, and predictable operating cadences.

You must have experience partnering cross-functionally with Marketing, Growth, RevOps, and Sales to enhance pipeline generation, optimize conversion rates, and improve overall GTM execution.

You must be passionate about coaching and developing early-career sales talent, guiding them from entry-level contributors into successful GTM professionals.

You must show curiosity about AI, developer tools, or technical products, with the ability to help diverse teams engage technical buyers effectively and communicate complex value propositions.

You must be comfortable operating within a high-growth, fast-changing environment where experimentation, feedback, and continuous improvement are not just encouraged but expected.

You must possess excellent communication, coaching, and leadership skills, combined with a collaborative builder's mindset that prioritizes team success over individual recognition.

You must have prior experience with AI products, growth automation platforms, PLG motions, or developer-focused technology, which will help you better support the unique needs of our customer base.

Nice To Have

Experience with AI products, growth automation platforms, PLG motions, or developer-focused technology is viewed as a significant advantage for this role.

Practical Notes

This role is a full-time, in-office leadership position based in our Sydney office, requiring consistent presence during standard business hours.

Employment in this role may require completion of relevant visa sponsorship processes, and candidates must be eligible to work in Australia without sponsorship needs for this position.

Travel is not expected as part of the core responsibilities for this role, given the in-office nature of the position and the focus on building local team operations.

Candidates should be prepared to start as soon as possible to align with the fast-paced growth trajectory of the organization.

The successful candidate will be expected to actively participate in internal training, cross-functional workshops, and ongoing learning initiatives to stay aligned with Cursor's evolving product and go-to-market strategy.

This position reports directly to the Head of Sales for the APJ region and works closely with distributed teams across other global regions to ensure alignment on messaging, positioning, and quota ownership.

Success in this role will be measured by the team's ability to generate high-quality pipeline, improve conversion rates through iterative experimentation, and develop talent that advances within the Cursor organization over time.

You will be evaluated on your ability to build a cohesive team culture, execute data-driven playbooks, and maintain strong partnerships with every stakeholder involved in the customer journey.

This is an opportunity to have a direct impact on how Cursor scales its sales motion in one of the world's most dynamic tech regions, shaping the future of developer tools from the ground up.