cursor - Regional Director, SLED

• Build, hire, and lead a high-performing team of SLED Account Executives; own forecasting, pipeline health, and quota attainment across the region. • Set and execute go-to-market strategy for a named territory of state agencies, local governments, and educational institutions, driving new logo acquisition, expansion revenue, and long-term strategic growth. • Personally engage in the largest, most strategic deals — leading complex, multi-threaded sales cycles across Engineering, IT, Security, Procurement, Legal, and mission-critical stakeholders. • Coach your team to become trusted product experts, guiding SLED prospects through trials, technical evaluations, security reviews, and large-scale rollouts. • Build executive relationships across state and local agencies, school systems, universities, and integrators, and represent Cursor at the CIO/CISO/superintendent/senior-executive level. • Establish clear ROI frameworks tied to developer productivity, AI adoption, mission outcomes, and secure software delivery, and ensure your team applies them consistently. • Serve as the voice of the SLED customer to leadership, shaping roadmap, compliance, deployment, and procurement strategy. • Partner closely with Field Engineering and the AI Deployment team to ensure outcomes from proof of concept through production deployment and expansion. • Navigate and build repeatable playbooks for state and local procurement processes, contract vehicles (e.g., NASPO, cooperative purchasing agreements), and partners to accelerate adoption across the region. • You may be a fit if • You have 6+ years of SLED or enterprise technology sales experience, including 2+ years leading and scaling a quota-carrying sales team, ideally in developer tools, technical SaaS, infrastructure, cybersecurity, or emerging technologies. • You have a consistent track record of building and leading teams that land new logos, expand strategic accounts, and exceed quota. • You're a builder — you've stood up or scaled a territory/team from the ground up, with a bias for hands-on involvement in outbound prospecting, account mapping, and partner leverage. • You're comfortable navigating complex state, local, and education sales cycles and coaching others to sell to technical and mission-oriented stakeholders — from engineers and program leaders to CISOs, CIOs, superintendents, and senior executives. • You understand SLED buying motions, procurement processes, security expectations, and partner ecosystems (resellers, cooperative contracts, systems integrators), and can translate that knowledge into team strategy and enablement. • You bring an analytical approach to pipeline and forecasting, combined with the creative, tactical instincts to unblock deals and coach reps through them. • You're an excellent communicator and leader who builds trust across all levels of an organization — your team, customers, and executive stakeholders 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.