SumUp
Berlin, Germany
Full-time
2 days ago
Strategic Partnerships & Media Investment Lead About the team The Central Brand & Marketing team sits at the heart of how SumUp shows up…
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
Cursor is the AI code editor used by engineers across the defense industrial base. We're now building a dedicated motion to scale that footprint across the US Army ecosystem — through the prime contractors who build, operate, and modernize software for the Army every day.
This role owns the Army-focused prime contractor channel: standing up partnerships with defense primes, embedding Cursor into their internal development workflows and the Army programs they support, and driving enterprise agreements that put Cursor in front of every developer in the defense industrial base.
You'll be the connective tissue between Cursor's commercial GTM motion and the Army/DoD software development community — working through established prime contractor relationships rather than navigating direct government procurement from scratch.
This is a senior individual contributor role with revenue ownership, reporting directly to sales leadership.
What you’ll do
- Prime Contractor Partnerships
- Own and grow Cursor's relationships with defense prime contractors focused on Army programs: SAIC, Leidos, Booz Allen Hamilton, CACI, Peraton, and emerging Army-focused software integrators
- Negotiate and close partnership agreements — reseller arrangements, teaming agreements, and approved vendor designations — that embed Cursor into prime contractor software delivery workflows
- Identify program-level opportunities where primes are building or modernizing Army software and position Cursor as the developer tooling standard
- Work with prime contractor BD and program management teams to co-sell Cursor into new Army contract awards at the proposal stage
- Army End-User Pull-Through
- Build relationships inside Army Software Factories (Kessel Run, Project Origen, Castle Rock) and program offices to generate bottom-up demand that pulls through prime-channel agreements
- Engage Army CIO/G-6, PEO EIS, and Futures Command tech organizations to build awareness and preference for Cursor within Army software development standards
- Represent Cursor at AUSA, NDIA, and Army-focused industry events; establish Cursor's presence in the Army software modernization community
- Revenue & Pipeline
- Own a revenue target for Army/DoD prime channel business
- Build and manage a pipeline of prime contractor partnerships and program-level co-sell opportunities
- Forecast and report on channel pipeline with the same rigor as direct enterprise deals
- Cross-Functional Partnership
- Partner with Field Engineering on technical evaluations and POCs embedded inside prime contractor development environments
- Work with Cursor's legal and compliance teams on teaming agreements, vendor qualification processes, and FedRAMP/IL considerations relevant to prime contract requirements
- Channel Army developer feedback and product gaps back to Cursor's roadmap team
What We're Looking For
Required
- Active Secret clearance or above — candidates without an active clearance will not be considered
- 5+ years of channel sales, BD, or partnership management experience inside the defense industrial base, with a focus on Army-aligned programs
- Existing relationships at one or more major Army prime contractors (SAIC, Leidos, Booz Allen, CACI, Peraton) at the BD, program management, or technical leadership level
- Understanding of how prime contractors evaluate, approve, and deploy software tools across their development teams and program deliveries
- Track record of standing up or expan
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£45,000 – £60,000 (Glassdoor, Levels.fyi, 2025)
Strategic Partnerships & Media Investment Lead About the team The Central Brand & Marketing team sits at the heart of how SumUp shows up…