# JD - Sales Business Partner, GTM Finance @ Cursor (Anysphere)

- **Company:** Cursor (Anysphere) - agentic AI coding tool for professional programmers; mission is to automate coding. Flat org, small talent-dense team, truth-seeking / high-agency culture.
- **Role:** Sales Business Partner on the GTM Finance team (finance business partner to Sales leadership, Recruiting, and Revenue Operations)
- **Location:** Full-time in-person, North Beach SF or Manhattan NY
- **Source:** User-pasted capture, 2026-07-24; verified against
  `https://cursor.com/hi/careers/gtm-finance-sales-business-partner` on
  2026-07-24.

## What You'll Do

- Lead headcount planning across the Sales org - partner with Sales leadership and Recruiting on hiring plans, pacing, and OpEx tradeoffs; primary finance thought partner on investment decisions
- Own Sales capacity, productivity, and efficiency models - independent perspective on how to size and deploy the Sales org
- Own monthly reporting and leadership dashboards for the Sales org - cadence and materials Sales and Finance leadership use to run the business, insights that drive action
- Own the consolidated Sales-Led P&L - connect headcount and spend to bookings, ARR, revenue, and margin outcomes

## You may be a fit if

- You've led Sales headcount planning, capacity, and productivity at a high-growth company, partnering directly with senior Sales leaders
- You've built capacity, productivity, and efficiency models the business actually used to plan and forecast; balance accuracy, simplicity, usability
- Strong perspective on Sales org design, ramp curves, productivity benchmarks, spend efficiency; drove real resource allocation decisions, including with messy historicals or unconventional unit economics
- Owned reporting executives use to run the business; partnered with Data and RevOps to ship underlying metrics and data models
- High-slope and high-agency - structure, clarity, and a clear recommendation on complex ambiguous problems

## JD Snapshot

- **Must-have keywords:** sales headcount planning, hiring plans, pacing, OpEx tradeoffs, capacity, productivity, efficiency models, ramp curves, productivity benchmarks, spend efficiency, monthly reporting, leadership dashboards, Sales-Led P&L, bookings, ARR, revenue, margin, RevOps, high-growth
- **Implied daily work:** own the sales hiring plan with Sales + Recruiting; maintain capacity/ramp/productivity models; run the monthly reporting cadence and leadership dashboards for the Sales org; connect sales spend to bookings/ARR/margin; partner with Data/RevOps on metrics and data models
- **ATS risks:** needs literal "headcount planning", "capacity", "productivity", "dashboards", "P&L", "bookings", "ARR" vocabulary; enterprise sales context
- **Narrative angle (user ask):** "born to take this role" - has already done sales capacity/headcount planning (50->200 reps vs $300M plan), rep productivity analysis (UE regional), commission/productivity incentives, forecast cadence within 5%, and owns unconventional AI unit economics at Epic; builds daily with agentic coding tools (Claude Code enablement, coding-agent side projects) = native product affinity for an agentic dev tool
- **Bullets to prioritize:** ShareChat capacity model, commission curve, driver-based forecast, Series G revenue planning; Epic rep productivity, close/QBR -> headcount, consumption unit economics, reporting pipeline, agentic tooling

## Talent Strategy

- **Business problem behind the hire:** Build the finance operating system for
  a rapidly scaling Enterprise Sales organization: determine how many people to
  hire, where and when to deploy them, whether productivity supports the plan,
  and how headcount and spend translate into bookings, ARR, revenue, and margin.
- **Company context:** Cursor has already reached substantial enterprise scale
  while retaining a flat, talent-dense, high-agency operating model. This is a
  scaling-system role, but the person is expected to behave like a builder and
  independent thought partner rather than inherit a mature FP&A process.
- **Candidate identity:** Sales-finance operator who has already built a
  capacity, quota, productivity, and forecasting engine through hypergrowth,
  and now applies the same judgment to a developer platform with unconventional
  AI economics.
- **Proof pillars:** (1) sales capacity, headcount, quota, and productivity;
  (2) executive reporting, forecast cadence, and resource allocation; (3)
  bookings, revenue, margin, and commercial decision support; (4) high-agency
  AI and data tooling.
- **Primary screening risks:** No supported claim of direct Recruiting
  partnership or consolidated Enterprise Sales P&L ownership; Epic Games can be
  misread as consumer gaming rather than Unreal Engine developer-platform work;
  ShareChat advertising sales is not identical to enterprise SaaS.
- **Positioning response:** Lead with the direct 50-to-200-rep capacity model;
  make Unreal Engine, sales-rep productivity, bookings, and headcount explicit;
  use the $50M+ annual commercial deal and recurring forecasting cadence to
  bridge into enterprise operating scale; show AI fluency briefly rather than
  making it the resume's main story.
- **20-second takeaway:** Built the sales-planning engine before; currently
  operates at the intersection of developer-platform GTM and AI economics; can
  turn ambiguous data into clear resource-allocation decisions.