Deal Strategy & Operations Manager at Cursor, the AI coding assistant. Owns enterprise deal structuring, pricing strategy, and cross-functional commercial operations as a founding hire in a fast-growing AI company.
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.
We're building the Deal Strategy & Operations function from the ground up — and this is your chance to help define it. As one of our founding Deal S&O hires, you'll sit at the intersection of Sales, Legal, Finance, and Business Operations, owning how we structure and win the enterprise deals that form the backbone of our growth. You’ll help a rapidly growing company deliver across our CRO and CFO mandates, with a strategic seat at the table where your thinking directly shapes revenue outcomes.
Role
We're in-person with cozy offices in North Beach, San Francisco and Manhattan, New York, complete with well-stocked libraries. This role requires five days a week in office.
You'll be joining a small, high-ownership team operating in one of the fastest-moving markets in AI. Day-to-day, that means being in the trenches — deep in the details of live deals, working through pricing negotiation and contract structure alongside sales leaders in real time. But you'll also zoom out: scoping, driving, and shipping strategic projects that fix the systemic issues slowing us down and build the foundation for how we scale. If you thrive in ambiguity, move fast, and want your fingerprints on how a company scales its most complex commercial relationships, this role is for you.
What you’ll do
Partner with sales, legal, finance, and revenue operations to structure, negotiate, and close complex enterprise deals to drive revenue and financial outcomes for the business
Serve as a thought partner to sales reps on deal strategy: pricing, competitive positioning, negotiation approach, contract structure, executive engagement
Define and evolve our pricing and deal frameworks as the market shifts — spotting trends, flagging gaps, and building scalable solutions for customers
Lead cross-functional strategic projects that address recurring deal friction — identifying the issue, designing the process, and driving alignment across sales, finance, legal, and product
Help stand up the systems, processes, and operating cadence that support our rapid growth — including tools like Salesforce and Ironclad — without needing to be the one building them from scratch
Balance a high-volume deal workload with longer-horizon strategic initiatives, managing competing priorities across multiple reps and deal cycles simultaneously
You may be a fit if
You have 5–10 years of experience across consulting, investing, commercial strategy, deal desk, or a combination — and you've operated at a level where you owned outcomes, not just tasks
You've worked on enterprise B2B deals, ideally in SaaS or infrastructure and have direct experience with $1M+ ACV contracts
You're highly analytical — comfortable analyzing pricing, building ROI models in Excel, and grounding strategic recommendations in data
You have a point of view. You don't wait to be told what to think — you come with a perspective and know how to back it up
You've thrived in a 0-to-1 environment and understand what it means to operate with urgency, ownership, and very little hand-holding
You're based in or able to relocate to San Francisco or New York City