Strategic Enterprise Account Executive

About the role

You will own the end to end sales cycle for strategic enterprise accounts based in India, acting as the primary point of contact for engineering leaders and executive sponsors. This role requires you to discover, qualify, and convert high value opportunities by aligning Cursor's AI coding platform with the technical and business priorities of large organizations. You will be responsible for building long term relationships with CTOs, developer platform teams, and procurement stakeholders while maintaining a high level of integrity and insight in every interaction. As a foundational member of the enterprise sales team in the region, you will help define the go to market motion for India and establish the early playbooks that shape how the organization scales. You will bring a product led growth mindset to enterprise sales, ensuring that the solution resonates deeply with professional programmers and platform teams. You will contribute directly to the company mission to automate coding by making Cursor the default choice for elite engineering organizations in India.

Key facts

What you'll do

Drive new logo acquisition and expansion revenue by owning a named book of strategic enterprise accounts across India and the broader APJ region.

Run a disciplined, full cycle sales process that spans prospecting, discovery, evaluation, negotiation, legal review, and close while maintaining strict adherence to governance and compliance.

Build and execute account plans that map technical capabilities of Cursor to the strategic objectives of engineering leaders, CTOs, and developer platform teams.

Create sustainable pipeline through outbound prospecting, executive mapping, inbound follow up, partner referrals, and leveraging your own professional network.

Partner closely with Sales Engineering and Product teams to deliver tailored evaluations, proof of concepts, and demos that clearly articulate the value of Cursor for modern development workflows.

Navigate complex enterprise buying committees, including engineering, IT, security, legal, procurement, and finance, to ensure smooth progression through each stage of the sales cycle.

Serve as the primary voice of India enterprise customers internally, surfacing market feedback, competitive insights, and deal learnings to Product, Marketing, and GTM leadership.

Establish Cursor as a recognized enterprise player in India by creating repeatable sales motions, documenting regional market insights, and nurturing early customer references.

Consistently meet and exceed quarterly and annual revenue, pipeline, and adoption targets through disciplined forecasting and proactive pipeline management.

Champion the adoption of Cursor within existing strategic accounts by identifying expansion opportunities, driving seat growth, and demonstrating increasing ROI over time.

Maintain a high level of preparation and domain knowledge, enabling credible conversations with senior engineers, platform leaders, and technical decision makers.

Act as an operational expert in sales tools and methodologies, ensuring accurate pipeline tracking, forecast integrity, and timely execution of deal strategies.

Continuously refine your approach based on feedback from customers and internal stakeholders, iterating on positioning, messaging, and commercial frameworks to improve win rates.

Act as a thought partner to customers by challenging assumptions and framing Cursor as a strategic enabler for software delivery at scale in the AI era.

Requirements

You have 5 or more years of enterprise B2B sales experience, ideally focused on developer tools, infrastructure, cloud, security, AI, or other technical SaaS products sold to engineering led organizations.

You have direct experience selling into strategic or large enterprise accounts within India, demonstrating an ability to operate at the executive and procurement levels.

You are comfortable navigating complex buying committees that include stakeholders from engineering, IT, security, legal, procurement, finance, and executive leadership.

You are a true hunter who proactively builds pipeline from scratch using outbound prospecting, creative sourcing, executive engagement, and persistent follow up.

You have strong command of pipeline management, account planning, and forecasting across a strategic book of business with multiple concurrent opportunities.

You are energized by technical products and can hold credible, detailed conversations with senior engineers, platform leaders, and CTOs about how Cursor integrates into modern development workflows.

You are a self starter who thrives in an early stage, resource constrained environment and is capable of building processes, playbooks, and regional learnings as you progress.

You care deeply about AI and believe that transforming how software is written is one of the most important problems to address in the current technological landscape.

You are willing to travel within India for customer meetings, partner engagements, and industry events as required by strategic account needs.

You understand the importance of data driven decision making and are rigorous in documenting interactions, insights, and outcomes in sales systems.

Nice to have

Experience with developer platform teams, site reliability engineering, or infrastructure organizations within enterprise settings.

Background in AI, coding assistants, or tools that augment software development workflows.

Prior success in building reference customers and generating case studies or testimonials in regulated or highly visible industries.

Practical notes

You must be located in India and able to work full time in this region.

Travel within India may be required for customer visits, partner meetings, and industry events.

This role operates in an early stage environment where processes are continuously evolving and require proactive ownership.