Regional Director, Federal Systems Integrators

## About the Role Our mission is to automate coding. The first step in our journey is to build the best tool for professional programmers, using a combination of inventive research, design, and engineering. Our organization is very flat, and our team is small and talent dense. We particularly like people who are truth-seeking, passionate, and creative. We enjoy spirited debate, crazy ideas, and shipping code. ## Responsibilities - Build, hire, and lead a high-performing team of FSI Partner/Account Managers; own forecasting, pipeline health, and quota attainment across the partner book. - Set and execute partner strategy for a named set of federal systems integrators, driving new partner acquisition, joint pipeline generation, and long-term strategic growth. - Personally own the largest, most strategic SI relationships — leading complex, multi-threaded engagements across capture, delivery, engineering, security, and contracts teams. - Coach your team to become trusted product experts, guiding SI partners through technical evaluations, pilot programs, and enterprise-wide rollouts within their delivery organizations. - Build executive relationships across SI leadership, capture managers, and technical delivery teams, and represent Cursor at the VP/SVP/practice-lead level. - Establish repeatable co-sell motions that connect SI contract vehicles, task orders, and delivery teams to Cursor adoption on specific federal programs. - Quantify value with ROI cases tied to developer productivity, delivery speed, and win-rate improvements on federal contracts, and ensure your team applies them consistently. - Serve as the voice of the SI partner ecosystem to leadership, shaping roadmap, packaging, and go-to-market strategy for the channel. - Partner closely with Field Engineering, the AI Deployment team, and direct Federal Sales to align SI-led and direct motions on shared accounts. - Navigate federal contract vehicles, IDIQs, GWACs, teaming agreements, and compliance requirements to accelerate adoption through the partner channel. ## Requirements - You have 6+ years of federal technology sales or partner/channel experience, including 2+ years leading and scaling a team, ideally with direct experience working with or inside major federal systems integrators. - You have a consistent track record of building and leading teams that drive partner-sourced pipeline, land new SI relationships, and exceed quota. - You're a builder — you've stood up or scaled a partner program or territory from the ground up, with a bias for hands-on relationship-building and creative deal structuring. - You're comfortable navigating SI organizational structures and capture processes, and coaching others to sell to capture managers, delivery leads, engineers, and senior SI executives. - You understand, or are excited to learn, federal contract vehicles, IDIQs, GWACs, teaming agreements, and how SIs win and staff federal work. - You bring an analytical approach to partner pipeline and forecasting, combined with the creative, tactical instincts to unblock joint deals and coach your team through them. - You're an excellent communicator and leader who builds trust across all levels of an organization — your team, SI partners, and shared federal customers alike. - You're passionate about AI and excited by the idea that transforming how software gets written is one of the most important problems to work on right now. ## Nice to Have - None specified. ## Benefits - None specified.