Description
Cursor is seeking a Regional Director, Commercial Sales - APJ to lead and scale its commercial business across the region. This is a second-line leadership role responsible for building the regional sales organisation, developing frontline leaders, and establishing the operating cadence, pipeline generation motion, and forecasting discipline required to support rapid growth.
The successful candidate will own the strategy and execution for a high-potential commercial segment focused on fast-growing digital native, startup, and application-layer companies across APJ. This team will be an important first commercial touchpoint for customers that have the potential to become some of Cursor's largest enterprise accounts over time.
Responsibilities:
- Lead Cursor's Commercial Sales organisation 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 prioritisation, 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 prioritisation, 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
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 prioritisation, 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