商业客户经理，澳大利亚新西兰地区
Account Executive, Commercial - ANZ
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，打造最好的工具，供专业程序员使用。我们的组织结构非常扁平，团队规模小但人才密集。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
在SpaceXAI担任商业客户经理，您将通过与客户建立战略关系并帮助他们实现Cursor对开发团队的全部潜力，从而推动收入增长。您将覆盖整个业务范围，从高速成长的初创公司到更复杂的中型市场交易，并根据每个客户调整您的策略。
您将与工程团队紧密合作，了解他们的开发流程，展示Cursor如何提升开发者生产力，并引导他们完成评估、实施和扩展。该职位结合了技术熟练度与销售专长，帮助公司重新构想AI如何构建软件。
您将负责的工作
- 在澳大利亚和新西兰（ANZ）地区，从首次接触直至成交，全程负责销售流程，直接与工程负责人、CTO、开发平台团队和采购决策者合作。
- 通过主动拓展、被动跟进、合作伙伴推荐、创意获取和自己的人脉，建立并管理健康的销售管道。
- 达成并超越季度和年度的收入目标。
- 在每个客户账户中建立高层关系并培养日常支持者，成为客户和潜在客户的可信赖产品专家。
- 引导潜在客户完成试用、技术评估、安全审查、采购流程和更广泛的部署。
- 通过明确的ROI案例量化价值，涉及开发者生产力、AI采用率和软件交付速度。
- 为ANZ市场设计并执行创新销售策略；分析市场趋势，并将高层次计划转化为有针对性的客户活动和营销活动。
- 在工程、IT、安全、法律、财务、采购和高管等多方决策者之间进行复杂购买流程的协调。
- 成为ANZ客户在内部的声音，分享有行动力的反馈，影响产品路线图、定价、包装和市场推广策略。
- 协助建立并完善SpaceXAI在ANZ地区的企业业务模式，包括本地市场洞察、可重复使用的策略和早期客户参考。
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 Commercial Account Executive at SpaceXAI, you'll drive revenue growth by building strategic relationships with customers and helping them realize the full potential of Cursor for their development teams. You'll cover the full spectrum, from high velocity fast-growing startups to more complex Mid-Market deals, adapting your playbook to each.
You'll work closely with engineering organizations to understand their development workflows, demonstrate how Cursor transforms developer productivity, and guide them through evaluation, implementation, and expansion. This role combines technical fluency with sales expertise to help companies reimagine how software gets built with AI.
WHAT YOU’LL DO
- Own the full sales cycle across ANZ, from first outreach to close, working directly with engineering leaders, CTOs, developer platform teams, and procurement stakeholders.
- Build and manage a healthy pipeline through outbound prospecting, inbound follow-up, partner referrals, creative sourcing, and your own network.
- Meet and exceed quarterly and annual revenue targets.
- Develop executive relationships and day-to-day champions within each account, becoming a trusted product expert for customers and prospects.
- Guide prospects through trials, technical evaluations, security reviews, procurement processes, and broader rollouts.
- Quantify value with clear ROI cases tied to developer productivity, AI adoption, and software delivery velocity.
- Design and execute innovative sales strategies for the ANZ market; analyze market trends and translate high-level plans into targeted account activities and campaigns.
- Navigate complex buying committees across engineering, IT, security, legal, finance, procurement, and executive stakeholders.
- Be the voice of ANZ customers internally, sharing actionable feedback that influences product roadmap, pricing, packaging, and go-to-market strategy.
- Help establish and refine SpaceXAI’s enterprise motion in ANZ, including local market learnings, repeatable playbooks, and early customer references.
YOU MAY BE A FIT IF
- You have 3+ years of closing experience in tech sales, ideally selling developer tools, technical SaaS, or emerging technologies
- You have a consistent track record of landing new logos and exceeding quota and managing a high velocity of deals
- You're a true hunter - you proactively build pipeline from scratch through outbound prospecting, creative sourcing, and relentless follow-up, rather than relying on inbound demand
- You're comfortable navigating complex sales cycles and selling to technical stakeholders, from ICs to CTOs
- You bring an analytical approach to understanding customer needs combined with creative, tactical follow-through to advance opportunities
- You have a knack for bringing order to chaos and a genuine "roll up your sleeves" mentality
- You're an excellent communicator who can present confidently and build trust across all levels of an organization
- You're passionate about AI and excited by the idea that transforming how software gets written is one of the most important problems to work on right now
- You’re a self-starter who thrives in an early-stage, fast-moving environment and can help build process, playbooks, and regional learnings as you go.