Strategic Partnerships & Growth Lead — DoW / US Army

## Responsibilities ### Prime Contractor Partnerships - Own and grow Cursor's relationships with defense prime contractors focused on Army programs: SAIC, Leidos, Booz Allen Hamilton, CACI, Peraton, and emerging Army-focused software integrators - Negotiate and close partnership agreements — reseller arrangements, teaming agreements, and approved vendor designations — that embed Cursor into prime contractor software delivery workflows - Identify program-level opportunities where primes are building or modernizing Army software and position Cursor as the developer tooling standard - Work with prime contractor BD and program management teams to co-sell Cursor into new Army contract awards at the proposal stage ### Army End-User Pull-Through - Build relationships inside Army Software Factories (Kessel Run, Project Origen, Castle Rock) and program offices to generate bottom-up demand that pulls through prime-channel agreements - Engage Army CIO/G-6, PEO EIS, and Futures Command tech organizations to build awareness and preference for Cursor within Army software development standards - Represent Cursor at AUSA, NDIA, and Army-focused industry events; establish Cursor's presence in the Army software modernization community ### Revenue & Pipeline - Own a revenue target for Army/DoD prime channel business - Build and manage a pipeline of prime contractor partnerships and program-level co-sell opportunities - Forecast and report on channel pipeline with the same rigor as direct enterprise deals ### Cross-Functional Partnership - Partner with Field Engineering on technical evaluations and POCs embedded inside prime contractor development environments - Work with Cursor's legal and compliance teams on teaming agreements, vendor qualification processes, and FedRAMP/IL considerations relevant to prime contract requirements - Channel Army developer feedback and product gaps back to Cursor's roadmap team ## Requirements - Active Secret clearance or above — candidates without an active clearance will not be considered - 5+ years of channel sales, BD, or partnership management experience inside the defense industrial base, with a focus on Army-aligned programs - Existing relationships at one or more major Army prime contractors (SAIC, Leidos, Booz Allen, CACI, Peraton) at the BD, program management, or technical leadership level - Understanding of how prime contractors evaluate, approve, and deploy software tools across their development teams and program deliveries - Track record of standing up or expanding channel and partner relationships that drove material software revenue ($500K+) - Comfortable working both the prime-facing channel layer (BD, program managers, contracts) and the end-user pull-through layer (Army software developers, Software Factory operators) ## Nice to Have - Active TS/SCI - Prior active duty or civilian service in an Army software or digital modernization role (Software Factory, PEO, Army Futures Command) - Experience selling developer tools, AI/ML platforms, or SDLC tooling through or alongside defense primes - Familiarity with how Army programs evaluate and mandate developer tooling standards across prime and subcontractor teams - Existing Army-side relationships at Kessel Run, PEO EIS, Army CIO/G-6, or Futures Command ## Benefits Defense primes are deploying thousands of developers on Army software programs right now. Cursor is already inside many of those organizations — but no one has systematically built the channel motion to make it the standard. You'll own that from scratch, with a product developers already choose on their own, strong existing prime contractor presence to build on, and a direct line to Cursor's GTM and product leadership.