Strategic Partnerships & Growth Lead – DoW
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Job Description
Own and grow relationships with defense prime contractors focused on Army programs. Negotiate and manage partnerships to expand tool usage within Army software development community.
Responsibilities:
- Own and grow Cursor's relationships with defense prime contractors focused on Army programs: SAIC, Leidos, Booz Allen Hamilton, CACI, Peraton, and emerging Army-focused software integrators
- Negotiate and close partnership agreements — reseller arrangements, teaming agreements, and approved vendor designations — that embed Cursor into prime contractor software delivery workflows
- Identify program-level opportunities where primes are building or modernizing Army software and position Cursor as the developer tooling standard
- Work with prime contractor BD and program management teams to co-sell Cursor into new Army contract awards at the proposal stage
- Build relationships inside Army Software Factories (Kessel Run, Project Origen, Castle Rock) and program offices to generate bottom-up demand that pulls through prime-channel agreements
- Engage Army CIO/G-6, PEO EIS, and Futures Command tech organizations to build awareness and preference for Cursor within Army software development standards
- Represent Cursor at AUSA, NDIA, and Army-focused industry events; establish Cursor's presence in the Army software modernization community
- Own a revenue target for Army/DoD prime channel business
- Build and manage a pipeline of prime contractor partnerships and program-level co-sell opportunities
- Forecast and report on channel pipeline with the same rigor as direct enterprise deals
- Partner with Field Engineering on technical evaluations and POCs embedded inside prime contractor development environments
- Work with Cursor's legal and compliance teams on teaming agreements, vendor qualification processes, and FedRAMP/IL considerations relevant to prime contract requirements
- Channel Army developer feedback and product gaps back to Cursor's roadmap team
Requirements:
- Active Secret clearance or above
- 5+ years of channel sales, BD, or partnership management experience inside the defense industrial base, with a focus on Army-aligned programs
- Existing relationships at one or more major Army prime contractors (SAIC, Leidos, Booz Allen, CACI, Peraton) at the BD, program management, or technical leadership level
- Understanding of how prime contractors evaluate, approve, and deploy software tools across their development teams and program deliveries
- Track record of standing up or expanding channel and partner relationships that drove material software revenue ($500K+)
- Comfortable working both the prime-facing channel layer (BD, program managers, contracts) and the end-user pull-through layer (Army software developers, Software Factory operators)
Benefits:
- Health insurance
- 401(k) matching
- Paid time off
- Professional development
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