Account Executive, Commercial Expansion - San Francisco

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Account Executive, Commercial Expansion - San Francisco

Sales · Full-time · San Francisco

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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.

Our Commercial team focuses on high-growth companies where AI adoption is moving fast and deals are often enterprise-sized.

Were 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 Cursors most exciting customers.

What Youll 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 Cursors 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 Cursors 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 Cursors 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 whats working (and what isnt) in our expansion and renewal playbook.

Who You Are

• 2+ years of closing experience in a high-velocity B2B SaaS environment.

• Meaningful expansion and renewal experience: youve owned a book of business, run renewal cycles, and can walk through how you turned an initial land into significant growth.

• Experience selling technical products - dev tools, infrastructure, data/AI platforms, payments/fintech, or similarly complex, multi-stakeholder solutions.

• Strong commercial and strategic mindset: comfortable navigating change, usage-based models, and explaining "why things are changing" in a way that builds trust.

• Energized by change and ambiguity. The AI space is evolving quickly, Cursors product is evolving with it, and you see that as an opportunity, not a bug.

• Proven track record of outperformance (Presidents Club, top-quartile results, clear evidence youve been an outlier on your team).

• 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: Youll 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: Cursors commercial customers can grow extremely quickly. A "commercial" logo can become a $200-400K+ relationship, and youll be the person making that happen.

• Real ownership & impact: Youll 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: Youll work alongside top-tier engineers, product leaders, and sellers from OpenAI, Stripe, Figma, Vercel, Databricks, and more.

Compensation

• Competitive OTE with a 60/40 base/variable split.

• Meaningful equity aligned with Cursors growth and long-term upside.

• Full benefits and an office-first culture in our San Francisco or New York City office.

If youre excited to build the playbook for how AI-native developer tools are adopted and expanded across some of the most interesting companies in the world, wed love to talk.

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