RVP, Federal Sales

As RVP, Federal Sales at Cursor, you'll build and lead the team responsible for revenue growth across our federal accounts within Public Sector. You'll hire, coach, and scale a team of Account Executives, set territory and account strategy, and personally engage in top strategic and executive-level relationships. You'll partner with engineering leaders across federal agencies , from CTOs to program leads , to show how Cursor transforms developer productivity, and drive land-and-expand motion at scale across the segment.

Responsibilities

• Build, hire, and lead a high-performing team of federal Account Executives; own forecasting, pipeline health, and quota attainment across the region.
• Set and execute go-to-market strategy for a named territory of federal agencies, driving new agency acquisition, expansion revenue, and long-term strategic growth.
• Personally engage in the largest, most strategic deals , leading complex, multi-threaded sales cycles across Engineering, Product, Security, Procurement, Legal, and mission-critical stakeholders.
• Coach your team to become trusted product experts, guiding federal prospects through trials, technical evaluations, security reviews, and large-scale rollouts.
• Build executive relationships across agencies, integrators, and technical teams, and represent Cursor at the CIO/CISO/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 federal 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 federal procurement processes, contract vehicles, partners, and compliance requirements to accelerate adoption across the region.

Requirements

• Active TS/SCI , candidates without an active TS/SCI will not be considered
• 8+ years of federal or enterprise technology sales experience, including 3+ years leading and scaling a quota-carrying sales team, ideally in developer tools, technical SaaS, infrastructure, cybersecurity, or emerging technologies.
• Consistent track record of building and leading teams that land new logos, expand strategic accounts, and exceed quota.
• Experience standing up or scaling a territory/team from the ground up, with a bias for hands-on involvement in outbound prospecting, account mapping, and partner leverage.
• Comfortable navigating complex federal sales cycles and coaching others to sell to technical and mission-oriented stakeholders , from engineers and program leaders to CISOs, CIOs, and senior executives.
• Understanding of federal buying motions, procurement processes, security expectations, and partner ecosystems, and ability to translate that knowledge into team strategy and enablement.
• Analytical approach to pipeline and forecasting, combined with creative, tactical instincts to unblock deals and coach reps through them.
• Excellent communication and leadership skills, building trust across all levels of an organization , team, customers, and executive stakeholders alike.
• Passion for AI and excitement about transforming how software gets written.