Account Executive, Commercial Expansion - San Francisco

Cursor; California (MO); On-site; USD 120,000 - 190,000; Full time

Job summary

Cursor is seeking a Commercial Expansion Account Executive to own a portfolio of existing enterprise customers, drive expansion, and ensure renewals. You will proactively engage engineering, data, and product leadership to uncover opportunities, position Cursor capabilities, and grow multi-year, multi-product relationships.

In this role you will monitor usage, right-size commercial terms, and lead tiering across strategic accounts, while staying ahead of shifts in AI, pricing, and product

Qualifications

• 2+ years of closing experience in high-velocity B2B SaaS.
• Meaningful expansion and renewal experience with a book of business.
• Experience selling technical products (dev tools, data/AI platforms, fintech).
• Strong commercial and strategic mindset; comfortable with usage-based models.
• Enjoys navigating change and ambiguity in AI space.
• Proven track record of outperformance (Presidents Club, top-quartile).
• Excellent communication and storytelling; value-led conversations.

Responsibilities

• Own a portfolio of existing commercial customers and drive expansion, renewals, and cross-sell.
• Collaborate with engineering, data, and product leadership to identify opportunities.
• Monitor usage commitments and align pricing and usage with value delivered.
• Lead renewal motions from transactional to multi-stakeholder negotiations.
• Help tiering strategy across accounts and prioritize time effectively.
• Stay informed on AI ecosystem and translate into customer value narratives.
• Work with Product, Support, RevOps, and Sales Leadership to feedback into playbooks.

Skills

Closing deals

Expansion & renewals

Technical sales

Multi-stakeholder selling

Storytelling

Strategic mindset

Communication

Job description

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.