FullTime
Remote
SaaS
ashby
About this role
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 roleAs a Strategic Account Executive, Federal Sales at SpaceXAI, you'll drive revenue growth across a named territory of large federal accounts on our Public Sector team.
You'll work closely with engineering organizations - from CTOs to individual development teams - to understand how they build software, demonstrate how Cursor transforms developer productivity, and land and expand Cursor across their organizations.This role requires deep technical fluency, the ability to navigate complex enterprise and government buying processes, and a genuine passion for AI-powered developer tools.
You'll be a foundational member of our enterprise sales motion, based in the DC-metro area.
What you’ll doOwn a named book of federal accounts; drive new agency acquisition, expansion revenue, and long-term strategic growthLead complex, multi-threaded sales cycles across Engineering, Product, Security, Procurement, Legal, and mission-critical stakeholdersBecome a trusted product expert; guide federal prospects through trials, technical evaluations, security reviews, and large-scale rolloutsBuild executive relationships and cultivate day-to-day champions across agencies, integrators, and technical teamsQuantify value with clear ROI cases tied to developer productivity, AI adoption, mission outcomes, and secure software deliveryBe the voice of the federal customer and influence the roadmap with actionable feedback on product, compliance, deployment, and procurement needsPartner closely with Field Engineering and our AI Deployment team to deliver outcomes from proof of concept through producti
Selling Motion
Sales Cycle
Enterprise
6–18 month cycles, complex multi-stakeholder deals
Prospecting
Channel / Partner
Sell through partners, resellers, or alliances
Buyer Persona
C-Suite
Selling to executive decision-makers
Territory
Named Accounts
Pre-assigned list of target companies
Requirements at a Glance
Typical Day — Account Executive
Estimates based on role type and selling motion — actual may vary by company.
SaaS — Interview Intel
Typical Sales Cycle
30–90 days (SMB) · 3–9 months (Mid-Market) · 6–18 months (Enterprise)
Common Buyer Objections
- "We're locked into a contract with [competitor]"
- "We built something in-house already"
- "We don't have budget until next quarter"
- "Our team won't adopt another tool"
Key Industry Metrics
Hot Topics to Reference
- • AI-native product disruption
- • PLG vs sales-led motion debate
- • Vertical SaaS consolidation
- • Usage-based pricing models
Use these insights to speak the buyer's language in interviews.
Tags
Walk me through your discovery process.
Template questionHow do you handle a prospect who goes silent mid-deal?
Template questionTell me about your largest closed deal and the sales cycle.
Template questionHow do you build business cases for stakeholders?
Template questionDescribe a deal you lost and what you learned.
Template questionAccount Executives are the revenue engine of any sales organization — this role will require strong pipeline management and closing skills.
Top SaaS reps often earn significant upside through accelerators once quota is exceeded.
Remote positions in sales offer flexibility but require strong self-discipline and proactive communication with distributed teams.
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