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Director, Solutions Strategy & Operations
Оценка ИИИсключительная возможность для топ-менеджера в одном из самых перспективных AI-стартапов мира. Роль предлагает огромную автономию, работу с элитной командой и прямое влияние на масштабирование продукта, меняющего индустрию разработки.
Сложность вакансии
Оценка ИИВысокая сложность обусловлена необходимостью совмещать глубокую операционную экспертизу с техническими навыками (build-first mentality) в условиях высокой неопределенности стартапа. Требуется опыт масштабирования организаций до 1000+ человек и умение завоевать авторитет у технически подкованных инженеров.
Анализ зарплаты
Оценка ИИЗарплата в объявлении не указана, но для позиции уровня Director в топовом американском AI-стартапе на удаленной основе рыночные показатели значительно превышают средние по индустрии. Ожидаемый совокупный доход (OTE) включает значительную долю опционов (equity), что типично для компаний стадии Cursor.
Сопроводительное письмо
I am writing to express my strong interest in the Director of Solutions Strategy & Operations position at Cursor. Having followed Cursor’s rapid ascent in the AI-coding space, I am deeply impressed by your commitment to building high-utility tools for professional programmers. My background in scaling GTM operations within hypergrowth SaaS environments, combined with a 'build-first' technical mindset, aligns perfectly with your need for a leader who can establish credibility through craft rather than just administration.
In my previous roles, I have successfully designed segmentation models and compensation frameworks for technical post-sales teams, ensuring that infrastructure keeps pace with aggressive hiring. I thrive in flat, talent-dense organizations where spirited debate and creative problem-solving are the norms. I am particularly excited about the opportunity to partner with Field Engineering and CS leaders to turn data signals into codified action protocols that respect the technical nature of your end users.
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Описание вакансии
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 looking for a Director of Solutions Strategy & Operations to build the operating foundation for two of our most critical and fastest-growing functions: Field Engineers (FEs) and Account Deployment Managers (ADMs). This is a greenfield, high-ownership role for someone who thrives in ambiguity, earns credibility by building things people actually want to use, and can hold their own from a technical perspective.
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.
Role
This role combines deep operational ownership with serious technical expectations that requires building tooling that earns the respect of highly technical end users. You'll sit at the intersection of pre- and post-sales, partnering closely with the leaders of both teams to design and operationalize the systems, segmentation, compensation frameworks, and performance metrics that don't yet exist. We have aggressive hiring goals and you'll be the person making sure that growth doesn't outrun the infrastructure supporting it
A conventional ops approach won't land here — credibility comes from your ability to build alongside the team, take what's already been done, and scale it into something better. If you're the kind of person who defaults to building the right solution over reaching for an off-the-shelf one, and you have the taste and technical chops to back it up, this role was designed for you.
Responsibilities
- Embed directly with the Heads of CS and Field Engineering to deeply understand each team's workflows, gaps, and priorities — then build the operational systems to address them
- Design and implement segmentation models for multiple teams, including account assignment logic, book sizing, and pairing structures with AEs
- Build compensation frameworks, performance metrics, and team quota structures for functions that currently lack formal infrastructure
- Operationalize existing tooling and data — we have strong health scores and analytics; your job is to turn that signal into codified action protocols and scalable processes
- Partner with Finance and Planning on headcount modeling, capacity planning, and coverage ratios as both teams scale
- Hire, manage, and grow a team
- Build with and for highly technical end users — the teams you're supporting are highly technical and use Cursor every day
Requirements
- You have prior experience in a Customer Success Operations, Customer Operations, or GTM Operations role — ideally at a company that has scaled through hypergrowth
- You've seen scale before — you're not starting from zero, and you've helped a CS or post-sales org grow through meaningful inflection points (1,000+ person orgs, rapid headcount expansion, etc.)
- You have a strong technical foundation — you're comfortable working directly with Salesforce data, building dashboards and tools, and partnering with data and engineering teams to get things done
- You have a build-first mentality — you default to building the right solution over implementing an off-the-shelf one, and you have the taste and technical chops to back it up
- Your tooling instincts are modern — you're opinionated about how things should be built and have a track record of implementing systems that teams actually adopt and respect
- You've worked in a SaaS or consumption-based business, ideally with post-sales exposure — you understand how customer success looks different when revenue is tied to usage
- You've managed a team and know how to develop talent while staying hands-on in a high-velocity environment
- You can establish authority through craft — the teams you'll support are highly technical, and your credibility will come from your ability to build alongside them, not just advise them
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Навыки
- Data Analysis
- Salesforce
- SaaS
- SQL
- Capacity Planning
- Dashboarding
- Customer Success Operations
- GTM Operations
- Segmentation Modeling
Возможные вопросы на собеседовании
Проверка опыта масштабирования в условиях гиперроста.
Расскажите о случае, когда вам пришлось строить операционную инфраструктуру для команды, которая росла быстрее, чем существующие процессы. Что вы приоритизировали?
Оценка технического склада ума и подхода к созданию инструментов.
В описании вакансии указано, что вы предпочитаете создавать собственные решения вместо готовых. Приведите пример сложного инструмента или системы, которую вы разработали самостоятельно для нужд GTM или CS.
Проверка понимания специфики consumption-based моделей.
Как, по вашему мнению, должна меняться стратегия Customer Success и метрики эффективности, когда доход компании напрямую привязан к потреблению (usage-based), а не к фиксированной подписке?
Оценка лидерских качеств в плоской структуре.
Как вы подходите к управлению талантами в среде с высокой плотностью талантов (talent-dense), где авторитет строится на профессиональном мастерстве, а не на иерархии?
Проверка навыков кросс-функционального взаимодействия.
Как бы вы подошли к разработке системы распределения аккаунтов между Account Executives и Field Engineers, чтобы минимизировать трения и максимизировать скорость внедрения продукта?
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