Strategic Partnerships & Growth Lead — COCOM / SOF
Core
Building strategic partnerships and channel relationships to embed Cursor (an AI code editor) into the software development workflows of Combatant Commands (COCOM) and Special Operations Forces (SOF) communities.
Role type
Senior Individual Contributor, Strategic Partnerships & Growth Lead
Builds
Strategic partnerships, reseller arrangements, and co-sell opportunities for an AI-powered developer tool within the defense industrial base.
Domain
Defense Industrial Base, Special Operations Forces (SOF), Combatant Commands (COCOM), Government Acquisition
Deliverable
client delivery
Required skills
Channel sales, business development, partnership management, negotiation, vendor qualification, pipeline management, revenue forecasting, stakeholder management at executive levels, understanding of MFP-11 budget authority, knowledge of SOFWERX/NavalX ecosystems
Preferred skills
Active TS/SCI clearance, polygraph on file, prior active duty or civilian service in SOF units, experience selling developer tools or AI/ML platforms, existing relationships with USSOCOM/JSOC/AFSOC J6 or innovation offices
Technologies
Cursor (AI code editor), classified network environments (air-gapped), IL4/IL5 classified environments
Responsibilities
Negotiate and close partnership agreements and teaming arrangements with prime contractors; co-sell Cursor into new contract awards; build relationships with SOF acquisition communities and command innovation offices; represent the company at industry events; manage revenue targets and pipeline forecasts; facilitate technical evaluations in classified environments; channel product feedback to the roadmap team.
Seniority
Senior, hands-on IC with revenue ownership
