Strategic Partnerships & Growth Lead – DoW

This is a fully remote position, open to applicants in United States.

📋 Description

• Manage and enhance Cursor's partnerships with defense prime contractors that focus on Army programs, including SAIC, Leidos, Booz Allen Hamilton, CACI, Peraton, and new Army-oriented software integrators.

• Negotiate and finalize partnership agreements such as reseller arrangements, teaming agreements, and approved vendor designations to integrate Cursor into prime contractor software delivery processes.

• Identify opportunities at the program level where primes are developing or modernizing Army software and position Cursor as the standard for developer tools.

• Collaborate with prime contractor business development and program management teams to co-sell Cursor during the proposal phase for new Army contracts.

• Foster relationships within Army Software Factories (Kessel Run, Project Origen, Castle Rock) and program offices to stimulate demand that supports prime-channel agreements.

• Engage with Army CIO/G-6, PEO EIS, and Futures Command technology organizations to enhance recognition and preference for Cursor in Army software development standards.

• Represent Cursor at events such as AUSA, NDIA, and other Army-focused industry gatherings; establish Cursor's visibility within the Army software modernization sector.

• Be accountable for achieving revenue targets related to Army/DoD prime channel business.

• Develop and oversee a pipeline of partnerships with prime contractors and opportunities for co-selling at the program level.

• Forecast and report on the channel pipeline with the same level of detail as direct enterprise deals.

• Collaborate with Field Engineering on technical evaluations and POCs integrated within prime contractor development environments.

• Work alongside Cursor's legal and compliance teams on teaming agreements, vendor qualification processes, and considerations for FedRAMP/IL related to prime contract requirements.

• Relay feedback from Army developers and product gaps back to Cursor's roadmap team.

⛳️ Requirements

• An active Secret clearance or higher.

• A minimum of 5 years of experience in channel sales, business development, or partnership management within the defense industrial base, specifically focused on Army-related programs.

• Established connections with one or more major Army prime contractors (SAIC, Leidos, Booz Allen, CACI, Peraton) at the business development, program management, or technical leadership levels.

• Knowledge of the processes prime contractors use to evaluate, approve, and implement software tools across their development teams and program deliveries.

• Proven track record of establishing or expanding channel and partner relationships that resulted in significant software revenue ($500K+).

• Ability to work effectively within both the prime-facing channel layer (business development, program managers, contracts) and the end-user pull-through layer (Army software developers, Software Factory operators).

🏝️ Benefits

• Health insurance

• 401(k) matching

• Paid time off

• Professional development