战略客户经理，企业客户 - 维多利亚
Strategic Account Executive, Enterprise - Victoria
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，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、疯狂的想法以及代码的发布。
关于该职位
作为维多利亚州的战略客户经理，你将是Cursor在该地区企业销售团队的核心成员之一。你将帮助大型工程组织发现、采用并扩大使用Cursor，负责维多利亚州的战略客户，并直接与工程负责人、CTO、开发平台团队和采购相关方合作。
这是一个难得的机会，将工程师们喜爱的产品带入澳大利亚和新西兰最复杂的科技、金融、企业及数字原生组织中，并帮助塑造AI时代软件的构建方式。
你将负责
- 负责维多利亚州内指定的企业战略客户，推动新客户获取和扩展收入
- 从潜在客户挖掘和调研到评估、谈判和成交，执行有纪律的全流程销售过程
- 制定并执行客户策略，将Cursor的功能与工程负责人、CTO和开发平台团队的技术和业务目标相结合
- 通过主动挖掘客户、高管画像、主动跟进、合作伙伴推荐和你自己的人脉建立销售渠道
- 与销售工程、产品和客户成功团队紧密合作，提供高质量的评估，并确保客户快速实现价值
- 处理复杂的公司采购流程，包括安全审查、法律谈判、采购和多方审批流程
- 在内部代表澳大利亚企业客户的声音，向产品、市场、客户成功和GTM领导层分享市场反馈和交易经验
- 通过建立可重复的流程、本地市场洞察和早期客户案例，帮助建立Cursor在维多利亚州的企业影响力
- 持续达成并超越季度和年度的营收目标
你可能适合这个职位如果
- 你有7年以上企业B2B销售经验，最好是销售开发者工具、基础设施、云、安全、AI或其他技术SaaS产品给工程团队的经验
查看英文原文
SpaceX was founded under the belief that a future where humanity is out exploring the stars is fundamentally more exciting than one where we are not. Today, SpaceX is actively developing the technologies to make this possible, with the ultimate goal of making life multiplanetary and expanding consciousness to the stars.
SpaceXSI is building Super Intelligence to help humanity understand the universe. Our teams are building the full Super Intelligence stack: from our Colossus supercomputers, to Grok models, to our suite of applications, including Grok Bot, Grok Build, Grok Imagine, Grok Voice, and X. We're creating a powerful flywheel where more compute trains better models, better models power more useful products, and what we learn from people using those products shapes what we build next.
ABOUT THE ROLE
As a Strategic Account Executive for Victoria, you’ll be one of the foundational members of Cursor’s enterprise sales team in the region. You’ll help large engineering organizations discover, adopt, and expand their use of Cursor, owning strategic accounts across Victoria and working directly with engineering leaders, CTOs, developer platform teams, and procurement stakeholders.
This is a rare opportunity to bring a product engineers already love into some of ANZ's most sophisticated technology, financial services, enterprise, and digital-native organizations and to help shape how software gets built in the AI era.
WHAT YOU’LL DO
- Own a named book of strategic enterprise accounts across Victoria, driving new logo acquisition and expansion revenue
- Run a disciplined, full-cycle sales process from prospecting and discovery through evaluation, negotiation, and close
- Build and execute account strategies that connect Cursor’s capabilities to the technical and business priorities of engineering leaders, CTOs, and developer platform teams
- Create pipeline through outbound prospecting, executive mapping, inbound follow-up, partner referrals, and your own network
- Partner closely with Sales Engineering, Product, and Customer Success to deliver high-quality evaluations and ensure customers realize value quickly
- Navigate complex enterprise buying processes, including security reviews, legal negotiations, procurement, and multi-stakeholder approval cycles
- Serve as the voice of Australian enterprise customers internally, sharing market feedback and deal learnings with Product, Marketing, Customer Success, and GTM leadership
- Help establish Cursor’s enterprise presence in Victoria by building repeatable motions, local market insights, and early customer references
- Consistently meet and exceed quarterly and annual revenue targets
YOU MAY BE A FIT IF
- You have 7+ years of enterprise B2B sales experience, ideally selling developer tools, infrastructure, cloud, security, AI, or other technical SaaS products to engineering-led organizations
- You have experience selling into strategic or large enterprise accounts in Victoria
- You’re comfortable navigating complex buying committees across engineering, IT, security, legal, procurement, finance, and executive stakeholders
- You’re a true hunter: you proactively build pipeline from scratch through outbound prospecting, creative sourcing, executive engagement, and persistent follow-up
- You have strong command of pipeline management, account planning, and forecasting across a strategic book of business
- You’re energized by technical products and can hold credible conversations with senior engineers, platform leaders, and CTOs about how Cursor fits into modern development workflows
- You’re a self-starter who thrives in an early-stage, resource-constrained environment and can build process, playbooks, and regional learnings as you go
- You care deeply about AI and believe transforming how software is written is one of the most important problems to work on right now