cursor - Regional Director, Commercial Sales - APJ
Requirements
• Experience as a second-line sales leader, ideally leading managers and AEs across APJ. • Proven success scaling commercial, velocity, digital native, PLG, or usage-based sales motions in a high-growth technology company • Strong operational rigor, with experience building forecasting systems, pipeline inspection processes, sales playbooks, and manager operating cadences • Demonstrated ability to build pipeline generation motions from the ground up, including outbound discipline, account prioritization, and conversion management • Track record hiring and developing frontline sales managers and AEs, with strong coaching instincts and a high talent bar • Experience selling to or leading teams focused on technical, developer, engineering, startup, or application-layer buyers • Ability to move fluidly between strategy and execution, from regional planning and executive reporting to customer calls, deal reviews, and hands-on coaching • Strong cross-functional leadership skills, with the ability to influence Marketing, RevOps, Finance, Post-Sales, and global GTM stakeholders • Comfort operating in ambiguity, building structure from scratch, and adapting quickly as the business learns • Excellent communication and executive presence, with the ability to represent the region clearly and credibly to senior leadership
Responsibilities
• Lead Cursor’s Commercial Sales organization across APJ, with responsibility for regional strategy, execution, pipeline generation, forecasting, and team performance • Hire, coach, and develop frontline sales managers and commercial AEs, building a strong leadership bench and high-performance sales culture • Define and implement the regional commercial sales motion, including segmentation, territory design, account prioritization, outbound strategy, qualification standards, and sales playbooks • Establish a rigorous operating cadence across the region, including pipeline reviews, forecast calls, deal inspection, QBRs, rep productivity tracking, and manager coaching rhythms • Build a repeatable pipeline generation engine across inbound, outbound, PLG, partner, and expansion motions • Partner with global GTM leadership, RevOps, Marketing, Finance, and Post-Sales to refine tooling, reporting, lead flow, account handoff, true-up processes, and expansion motions • Act as a senior regional thought partner on how Cursor scales in APJ, including market prioritization, hiring plans, customer segmentation, and future enterprise growth • Stay close to key customers and strategic opportunities, helping the team navigate complex technical buyers, usage-based sales cycles, and high-growth digital native accounts • Create structure in an ambiguous, fast-moving environment without overbuilding process too early
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