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Regional Director, Federal Systems Integrators

Sales · Full-time · Remote

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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.

About the role

As Regional Director, Federal Systems Integrators at Cursor, you'll build and lead the team responsible for revenue growth through our federal systems integrator (FSI) partners — firms like Booz Allen, Leidos, SAIC, CACI, GDIT, Accenture Federal, Deloitte, and ManTech. You'll hire, coach, and scale a team of Partner/Account Managers, set partner strategy, and personally own the most strategic FSI relationships. You'll work closely with SI delivery, capture, and engineering teams to embed Cursor into how they build software for their federal customers, and drive co-sell and expansion motion across their federal contract base.

This role requires deep technical fluency, command of the federal contracting and partner ecosystem, and a genuine passion for AI-powered developer tools. You'll be a foundational leader in our enterprise sales organization, based in the DC-metro area.

What you’ll do

  • 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.

You may be a fit if

  • 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.

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