GVP, Federal Sales

📋 Description

• Take charge of and advance Cursor’s federal go-to-market strategy across various sectors, including civilian, defense, and intelligence agencies.

• Create and expand a federal sales pipeline, transitioning from initial success to a sustainable and predictable business model.

• Identify and secure strategic partnerships, encompassing early lighthouse clients as well as enduring enterprise agreements.

• Navigate the complexities of federal procurement pathways (such as direct sales, partnerships, and contract vehicles) while managing intricate sales cycles.

• Spearhead compliance and authorization initiatives (for instance, FedRAMP and IL levels), collaborating closely with internal teams.

• Establish and nurture relationships with key stakeholders across agencies, prime contractors, and system integrators.

• Collaborate with product and engineering teams to ensure alignment of roadmap priorities with federal needs (including security, deployment, and air-gapped environments).

• Assist in recruiting and developing the wider federal go-to-market team over time.

⛳️ Requirements

• You possess experience selling to U.S. federal agencies and have a robust network within civilian, DoD, and/or intelligence communities.

• A demonstrated history of closing significant, complex federal deals and navigating lengthy procurement cycles.

• In-depth knowledge of federal procurement processes and contract mechanisms (such as GSA, IDIQs, and OTAs).

• Familiarity with compliance and security standards (including FedRAMP and IL4/5/6).

• Experience collaborating with or through system integrators, resellers, or prime contractors.

• Ability to thrive in early-stage, ambiguous settings with a strong sense of ownership.

• Strong cross-functional instincts and the capability to work closely with product and engineering teams.

• A keen interest in developer tools, AI, or highly technical products is a significant advantage.

🏝️ Benefits

• None listed