Director, AWS Alliance

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 The AWS partnership is a major growth lever for Cursor, and we are investing deeply in making it a cornerstone of how we reach enterprise customers. As we scale, we are building a dedicated alliance function to accelerate co-sell, marketplace, and field motions — and this role will lead that effort from the ground up. You will be the first dedicated owner of our AWS alliance, reporting into Strategic Tech Alliances. You will develop and execute the joint GTM plan, drive co-sell and marketplace pipeline, build deep relationships with AWS partner and field teams, and stand up scaled enablement for AWS technical sellers and customer-facing engineering personas. This is an IC role, with a path to team lead as the Strategic Tech Alliances org scales. We believe collaboration thrives in person, so while this role can be remote, we expect periodic travel to our offices — cozy spaces in North Beach, San Francisco and Manhattan, New York, complete with well-stocked libraries — along with the regular travel this role typically involves. This model supports real-time problem-solving, stronger relationships, and the kind of precision that drives great outcomes, wherever you're working from. Key Responsibilities - Develop and execute the annual AWS joint GTM plan, including co-sell priorities, marketplace motions, field enablement, and executive engagements - Build and maintain deep relationships with AWS partner teams, ISV Accelerate, and field organizations - Drive AWS Marketplace pipeline through co-sell coordination, deal registration, private offer execution, and committed spend activation - Operationalize AWS Partner Funding strategically, maximizing ROI while maintaining compliance - Work with enterprise sales and partner teams to align relevant programs and initiatives to active co-sell priorities and territory plans - Participate in forecast calls, QBRs, and pipeline reviews as an accountable alliance owner - Own execution of joint programs and enablement, including integrated campaigns, marketplace promotion, solution briefs, and field events - Build and run scaled field enablement targeting AWS technical pre-sales, post-sales, and customer-facing engineering personas - Collaborate with product marketing to ensure AWS-specific messaging reflects the platform narrative and buyer problems - Develop content and enablement assets that AWS field teams will use, built around their selling motion - Define, track, and report on KPIs aligned to partner sales outcomes, including pipeline, co-sell wins, and marketplace revenues. Requirements & Background - 6+ years in strategic alliances, partner marketing, alliance marketing, or cloud GTM in enterprise technology - Deep, hands-on AWS experience: direct work within or alongside APN, ISV Accelerate, AWS Marketplace, or AWS co-sell programs - Proven track record of alliance or co-marketing programs that generate pipeline and influence revenue - Strong grasp of AWS partner economics: MDF/co-op funding, marketplace fee structures, co-sell incentives, and ISV tiering - Experience building or running field enablement programs that reach technical seller and solutions architect audiences at scale - Experience collaborating across field sales, product marketing, and alliance business development in a matrixed environment - Comfortable operating as a senior IC who can grow into a team lead — leading through influence, execution, and credibility with partner and internal stakeholders Nice-to-haves - Background in developer tools, AI platforms, or an ISV that co-sells through AWS - Familiarity with AWS Partner Central (ACE), CPPO, and Marketplace SaaS/private offer mechanics - AWS certification (Cloud Practitioner or above)