Our mission is to automate coding. The first step in our journey is to build the best tool for professional programmers, using a combination of inventive research, design, and engineering. Our organization is very flat, and our team is small and talent dense. We particularly like people who are truth-seeking, passionate, and creative. We enjoy spirited debate, crazy ideas, and shipping code.
About the role:
This is a true greenfield build. We're standing up our Public Sector business: federal, SLED (state, local, education), and healthcare from zero. The first sales reps are coming on board now, and the team is scaling incredibly fast from here. You'll be the dedicated Sales Strategy & Operations partner to this org, laying the operational foundation and acting as a strategic operator and chief-of-staff to the sales leaders building it.
You won't inherit a playbook, you'll build one. The upside: we're not starting from theory. You'll adapt our proven Americas GTM playbook to the realities of public sector rather than reinventing it, so you get a strong base and real latitude to shape what "good" looks like for a segment with genuinely open questions.
What you’ll do:
Serve as the embedded Sales Strategy & Operations business partner for GVPs operating within the Public Sector, Healthcare, Aerospace & Defense verticals and acting as a strategic operator and chief of staff to these sales leaders
Stand up the operational core from scratch: forecast cadence (weekly/monthly/quarterly), reporting, and performance visibility — starting from a skeleton and hardening it into a reliable process with clear inputs and outputs
Partner with sales leaders on the long-term operating model: territory design, headcount investment, and quota/comp structure as the business and certifications come online
Get reps productive fast: onboard and set up sellers in the systems, track headcount against an aggressive hiring plan, and keep the data clean as the team scales
Own pipeline integrity: inspect current- and future-quarter pipeline continuously to make sure it's accurate and sufficient to hit targets
Step in as the forecasting backstop when sales leaders or reps aren't available
Adapt our Americas GTM systems and processes to public-sector nuances (channel/distributor motions, differing cert and sales-cycle realities across federal vs. SLED vs. healthcare)
Develop a clear POV on how a high-functioning public-sector GTM operation should run — and advocate for it
You may be a fit if:
You have 7–10+ years in Revenue/Sales Operations, with meaningful in depth experience in sales operations, sales strategy & planning as well as expertise in Public Sector, Healthcare, Aerospace & Defense verticals — not just analytical support
You've operated as a true partner to senior sales leaders: you influence decisions, shape priorities, and earn credibility in the room (executive presence matters here)
You've built operational infrastructure from zero in an early-stage or fast-scaling environment — you know what "good" looks like and can get there without a template
Data-led and hands-on: equally comfortable setting strategy and rolling up your sleeves to build the thing
You thrive in ambiguity and enjoy the build — this role has real open questions you'll help answer
Experience at a high-growth, consumption-based company (and how that shapes forecasting, metrics, and territory design) is a strong plus
Public-sector or government GTM experience is a nice-to-have, not a gate — genuine interest in the space and the ability to learn it fast matter more
Skills Required
- 7-10+ years in Revenue/Sales Operations with deep sales strategy and planning experience
- Expertise or experience in Public Sector, Healthcare, Aerospace & Defense verticals (not just analytical support)
- Proven partner to senior sales leaders with executive presence and ability to influence decisions
- Experience building operational infrastructure from zero in early-stage or fast-scaling environments
- Hands-on, data-led approach; able to set strategy and execute forecasting, reporting, and pipeline management
- Experience with territory design, headcount investment planning, and quota/comp structure
- Experience at a high-growth, consumption-based company (forecasting, metrics, territory design)
- Public-sector or government GTM experience (nice-to-have)
What We Do
We'd like to automate coding. To advance that mission, we're building Cursor. Our work includes training the world’s most widely used coding models, creating infrastructure that supports billions of requests per day, and building better ways for humans and AIs to work together.
