Strategic Partnerships & Growth Lead — COCOM / SOF

Cursor is the AI code editor used by software engineers across the defense industrial base and the national security community. We're now building a dedicated motion into the Combatant Commands (COCOMs) and Special Operations Forces (SOF) ecosystem , communities that move fast, demand mission-ready tools, and have the acquisition authority to act on them.

This role owns Cursor's COCOM and SOF channel by building relationships with the prime contractors, systems integrators, and SOF-focused technology companies that develop and operate software across USSOCOM, the geographic COCOMs, and the special mission units they support. The mission is to embed Cursor into the software development workflows of every developer building for these communities.

Responsibilities

• Prime Contractor & Channel Partnerships:
• Own and grow Cursor's relationships with prime contractors and integrators focused on COCOM and SOF programs
• Negotiate and close partnership agreements, reseller arrangements, teaming agreements, and approved vendor designations
• Work with prime BD and program management teams to co-sell Cursor into new COCOM and SOF contract awards
• Identify and develop relationships with SOF-focused commercial technology companies and accelerators

• COCOM & SOF End-User Pull-Through:
• Build relationships inside USSOCOM, JSOC, AFSOC, MARSOC, NSWC, and the geographic COCOMs
• Engage SOF AT&L, USSOCOM's acquisition community, and command innovation offices
• Represent Cursor at SOF Week, SOFIC, AUSA Global Force Symposium, and AFCEA events
• Leverage SOCOM's unique acquisition authority , MFP-11 budget, rapid acquisition vehicles, and OTA mechanisms

• Revenue & Pipeline:
• Own a revenue target for COCOM and SOF channel business
• Build and manage a pipeline of prime contractor partnerships and program-level co-sell opportunities
• Forecast and report on channel pipeline

• Cross-Functional:
• Partner with Field Engineering on technical evaluations and POCs
• Work with Cursor's legal and compliance teams on teaming agreements and vendor qualification
• Channel SOF developer feedback and mission-critical product requirements back to Cursor's roadmap team

Requirements

• Active TS/SCI
• 5+ years of channel sales, BD, or partnership management experience inside the defense industrial base
• Existing relationships at one or more prime contractors or technology companies active in the COCOM and SOF market
• Understanding of SOCOM's unique acquisition environment
• Track record of standing up or expanding channel and partner relationships that drove material software or technology revenue
• Comfortable navigating both the prime-facing channel layer and the end-user pull-through layer