Account Executive, Commercial Expansion - San Francisco

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 Our Commercial team focuses on high-growth companies where AI adoption is moving fast and deals are often enterprise-sized. We're hiring our first Commercial Expansion Account Executive to own a book of existing accounts, deliver meaningful value to customers, drive expansion, and ensure successful renewals. This is a proactive, sales-led role focused on unlocking the next wave of growth within some of Cursor's most exciting customers. What You'll Do Own a portfolio of existing commercial customers and be accountable for expansion, net revenue retention, and renewals, landing new business units, deepening adoption, and cross-selling Cursor's platform Proactively multi-thread into engineering, data, and product leadership to identify opportunities, position additional capabilities (agent-first workflows, new features, frontier models), and turn initial lands into multi-year, multi-product relationships Monitor usage commitments closely and reach out long before customers exhaust their pre-commit to revisit value delivered, explain Cursor's evolving product and model landscape, and right-size the next phase of usage and commercial structure Run high-judgment renewal motions - from transactional, email-led renewals to complex, multi-stakeholder negotiations involving solutions, product, and leadership Help shape and execute an emerging tiering strategy across your book (Tier 1 strategic accounts vs. transactional tail) and ruthlessly prioritize your time accordingly Stay on top of the fast-changing AI ecosystem - new models, pricing shifts, product capabilities - and translate that into clear, value-led narratives for customers Collaborate closely with Product, Support, RevOps, and Sales Leadership to tighten feedback loops from the field and level up how Cursor sells and supports commercial customers What Success Looks Like You deliver meaningful value to customers, helping them stay ahead of the curve by growing adoption and transforming the way they build software. You consistently hit or exceed renewal and expansion targets across your book of business. Your Tier 1 accounts see meaningful year-over-year growth in both usage and revenue, and you can point to specific multi-threaded plays you ran to make it happen. Customers trust you as a strategic partner who can explain Cursor's roadmap and pricing, and how the broader AI landscape is shifting and what that means for them. Internally, Sales and Product leaders rely on you for signal on what's working (and what isn't) in our expansion and renewal playbook. You may be a fit if You have 2+ years of closing experience in a high-velocity B2B SaaS environment You have meaningful expansion and renewal experience: you've owned a book of business, run renewal cycles, and can walk through how you turned an initial land into significant You have experience selling technical products, including dev tools, infrastructure, data/AI platforms, payments/fintech, or similarly complex, multi-stakeholder solutions You have a strong commercial and strategic mindset: comfortable navigating change, usage-based models, and explaining "why things are changing" in a way that builds trust You are energized by change and ambiguity - the AI space is evolving quickly, Cursor's product is evolving with it, and you see that as an opportunity, not a bug You have a proven track record of outperformance (Presidents Club, top-quartile results, clear evidence you've been an outlier on your team) You have excellent communication and storytelling skills - both in explaining technical concepts simply and in running thoughtful, value-led commercial conversations Why This Role Is Unique Bleeding-edge product & category : You'll sell into one of the most important shifts in how software is built - AI-native & agent-first development workflows - with a product engineers already know and love. Expansion in a land-and-expand motion : Cursor's commercial customers can grow extremely quickly. A "commercial" logo can become a $200-400K+ relationship, and you'll be the person making that happen. Real ownership & impact : You'll be an early member of the Commercial Expansion AE team, helping define the playbook, influence pricing and packaging, and shape how Cursor grows within existing accounts. Talent density : You'll work alongside top-tier engineers, product leaders, and sellers from OpenAI, Stripe, Figma, Vercel, Databricks, and more.

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