战略合作伙伴与增长负责人 — 民用政府
Strategic Partnerships & Growth Lead — Civilian Government
我们的使命是自动化编码。我们旅程的第一步是通过创新研究、设计和工程的结合，打造最适合专业程序员的工具。我们的组织结构非常扁平，团队小而人才密集。我们特别喜欢那些追求真理、充满热情且富有创造力的人。我们享受激烈的辩论、疯狂的想法以及发布代码。
关于职位
Cursor 是一款由软件工程师在联邦政府及其支持承包商中使用的 AI 代码编辑器。我们现在正在将 Cursor 深入到民用内阁级机构生态系统中——包括国土安全部（DHS）、司法部（DOJ）、能源部（DOE）、财政部（Treasury）、卫生与公众服务部（HHS）、国务院（State），以及它们下属的数十个局和办公室，这些机构都进行着重要的软件开发工作。
该职位负责 SpaceXAI 的民用政府渠道：与为内阁级民用机构开发和运营软件的主要承包商、系统集成商和联邦咨询公司建立关系。任务是将 Cursor 嵌入到每个为联邦民用政府开发软件的工程师的工作流程中。
民用机构运行着世界上一些最复杂的软件——CBP 的边境管理、财政部的金融系统、DOE 国家实验室的科学计算、FBI 的执法基础设施。这些项目中的开发者需要更好的工具，而 Cursor 已经被这些机构中的个人使用。该职位将建立正式的渠道推广，使其成为标准。
这是一个拥有收入责任的高级个人贡献者职位，直接向销售领导汇报。
你将负责的工作
主要承包商和渠道合作
- 负责并拓展 SpaceXAI 与专注于民用机构项目的主承包商和系统集成商的关系：Accenture Federal Services、Deloitte Government and Public Services（GPS）、Booz Allen Hamilton（Civil 分部）、Leidos Civil、SAIC、CACI、Maximus Federal、Guidehouse、ICF，以及支持 MITRE 运营的 FFRDC 项目的承包商
- 协商并完成合作协定——分销协议、联合协议和批准供应商认定——将 Cursor 嵌入到民用机构项目软件交付工作流程中
- 与主承包商的业务发展和项目管理团队合作，在提案阶段共同销售 Cursor 进入新的民用机构合同
- 识别并发展与联邦咨询公司和小型民用机构咨询公司的关系
查看英文原文
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
Cursor is the AI code editor used by software engineers across the federal government and the contractors who support them. We are now building a dedicated motion into the civilian Cabinet-level agency ecosystem — DHS, DOJ, DOE, Treasury, HHS, State, and the dozens of bureaus and offices within them that run significant software development operations.
This role owns SpaceXAI's civilian government channel: building relationships with the prime contractors, systems integrators, and federal consulting firms that develop and operate software for Cabinet-level civilian agencies. The mission is to embed Cursor into the software development workflows of every engineer building for the federal civilian government.
Civilian agencies run some of the most complex software in the world — border management at CBP, financial systems at Treasury, scientific computing at DOE national labs, law enforcement infrastructure at FBI. The developers inside those programs need better tools, and Cursor is already being used by individuals inside these agencies. This role builds the formal channel motion to make it the standard.
This is a senior individual contributor role with revenue ownership, reporting directly to sales leadership.
What You'll Do
Prime contractor and channel partnerships
- Own and grow SpaceXAI's relationships with prime contractors and systems integrators focused on civilian agency programs: Accenture Federal Services, Deloitte Government and Public Services (GPS), Booz Allen Hamilton (Civil division), Leidos Civil, SAIC, CACI, Maximus Federal, Guidehouse, ICF, and contractors supporting MITRE-operated FFRDC programs
- Negotiate and close partnership agreements — reseller arrangements, teaming agreements, and approved vendor designations — that embed Cursor into software delivery workflows on civilian agency programs
- Work with prime BD and program management teams to co-sell Cursor into new civilian agency contract awards at the proposal stage
- Identify and develop relationships with federal consulting firms and boutique civilian-agency integrators that can serve as channel partners or pull-through vehicles
Agency end-user pull-through
- Build relationships inside DHS (CBP, USCIS, ICE, TSA, CISA, FEMA, Coast Guard), DOJ (FBI, DEA, ATF, USMS), DOE (NNSA, national laboratory network including Sandia, Los Alamos, Lawrence Livermore, PNNL, Argonne, Oak Ridge), and other Cabinet-level agencies at the IT, software engineering, and digital transformation leadership level
- Engage agency CIOs, CDOs, and digital service offices to build awareness and preference for Cursor within civilian agency software development standards and procurement pipelines
- Develop relationships with the US Digital Service (USDS), GSA (18F, Login.gov http://Login.gov, cloud.gov http://cloud.gov), and agency-embedded digital transformation teams that influence tooling standards across the civilian government
- Represent SpaceXAI at ACT-IAC events, AFCEA Federal, agency industry days, and civilian government technology conferences; establish SpaceXAI's presence in the federal civilian IT community
Revenue and pipeline
- Own a revenue target for civilian government channel business
- Build and manage a pipeline of prime contractor partnerships and program-level co-sell opportunities across civilian agency programs
- Forecast and report on channel pipeline with the same rigor as direct enterprise deals
- Identify and pursue contract vehicles relevant to civilian software tools: GSA IT Schedule 70, CIO-SP4, Alliant 2/3, and agency-specific BPAs and IDIQs
Cross-functional
- Work with SpaceXAI's legal and compliance teams on teaming agreements, vendor qualification, and FedRAMP authorization planning — civilian agencies are more likely to require FedRAMP than DoD, and this candidate should be able to navigate those conversations honestly and strategically
- Partner with Field Engineering on technical evaluations and POCs inside prime contractor and agency developer environments
- Channel civilian agency developer feedback and product requirements back to Cursor's roadmap team — DOE national labs in particular will push requirements for high-performance computing, scientific workflows, and air-gapped environments that no other customer segment will surface
What We're Looking For
Required
- Active Secret clearance — non-negotiable; candidates without an active Secret clearance will not be considered
- US Citizenship required
- 5+ years of channel sales, BD, or partnership management experience inside the federal civilian government market, with direct exposure to Cabinet-level agency programs
- Existing relationships at one or more prime contractors or systems integrators active in the civilian agency market at the BD, program management, or technical leadership level
- Understanding of civilian government procurement mechanics: GSA Schedule 70, IDIQ vehicles (CIO-SP4, Alliant 2/3), agency-specific BPAs, and the role of FedRAMP in civilian agency software procurement
- Track record of standing up or expanding channel/partner relationships that drove material software or technology revenue ($500K+) in the civilian federal market
- Comfortable navigating both the prime-facing channel layer (BD, program managers, contracting) and the end-user pull-through layer (agency software engineers, IT leads, digital transformation offices)
Strong plus
- Active TS/SCI or DOE Q clearance
- Prior experience or service at a Cabinet-level civilian agency in a software, IT, data, or digital transformation role
- Experience selling developer tools, AI/ML platforms, or SDLC tooling through or alongside civilian federal prime contractors
- Existing relationships at DHS (any component), DOJ (FBI, DEA, or USMS), DOE (NNSA or national laboratory), or Treasury/HHS digital service offices
- Familiarity with FedRAMP authorization processes and the ability to position a pre-authorization vendor's roadmap credibly in front of civilian agency procurement teams
- Network within the civilian federal prime ecosystem: Accenture Federal Services, Deloitte GPS, Booz Allen Civil, Leidos Civil, SAIC Civil
- Understanding of DOE national laboratory culture and procurement — national labs operate outside standard civilian agency procurement in meaningful ways and represent some of the largest software development communities in the federal government
Why this role
Cabinet-level civilian agencies employ tens of thousands of software developers and spend billions on technology contracts annually. Cursor is already being used by engineers inside these agencies and the contractors that support them. The formal channel motion does not yet exist. This role builds it from scratch, with a product developers choose independently, a growing prime contractor presence to build on, and direct access to SpaceXAI's GTM and product leadership.