GTM, Emerging Products
GTM lead for Cursor's incubation products. Owns customer discovery, account strategy, and early-stage sales motions to validate demand and build repeatable go-to-market processes for emerging offerings.
About the job
What you’ll do
- Product expertise and solution leadership: Serve as the GTM expert for incubation products, developing deep knowledge of customer pain points, target personas, product capabilities, competitive alternatives, and positioning.
- Account strategy and opportunity creation: Identify opportunities within existing customers and develop a clear point of view on where emerging products can create value. Partner with Core AEs and ADMs on account strategy while independently driving incubation motions.
- Customer discovery and validation: Lead deep discovery to understand adoption drivers, barriers, product gaps, and buying motivations. Use customer interactions, evaluations, wins, and losses to shape product requirements, positioning, and go-to-market strategy.
- Technical and executive selling: Build champions, navigate engineering leaders and executive stakeholders, and lead value-based sales motions that convert opportunities into product adoption.
- Complex opportunity ownership: Own incubation opportunities end-to-end, coordinating across account teams, Product, Engineering, Field Engineering, and customer stakeholders.
- Business building: Help determine not only whether customers will adopt a new offering, but why they would do so and what it takes to build a repeatable business around it.
You may be a fit if
- You're genuinely entrepreneurial and curious, and energized by building something new.
- You see the 0→1 opportunity as the primary draw. You're excited by the challenge of figuring out what customers want, what they'll buy, and how a new product becomes a real business.
- You want to be close to the product, understand why it wins and loses, and help shape what comes next.
- You’re comfortable operating without a playbook and making progress through ambiguity.
- You move fast, and adapt as products, customer feedback, and priorities evolve.
- You’ve sold at an early-stage company, and know how to sell transformational outcomes, not just product features or manage inbound demand.
Skills
Go-to-Market Strategy, Customer Discovery, Account Strategy, Technical Selling, Executive Selling, Product Positioning, Opportunity Creation, Business Development
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