1 min lesson
The mock demo / panel presentation
Work through the cases in "The mock demo / panel presentation", pairing each signal with the move that fits.
Step 1 of 3
You present to a panel that often includes Sales Engineering and cross-functional partners. The brief is usually one of two: pitch Cursor's value (sometimes demoing the product) or present an account/territory plan. Panelists score technical credibility, structure, executive presence and how you collaborate with SE.
Whichever brief you get, the failure mode is the same - a feature tour or a generic plan. Win by telling a story grounded in a specific developer's day or a specific account's reality.
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Full explanation
If you're presenting an account or territory plan
If you're presenting an account or territory plan
Show that you can build a named-account strategy from scratch - the self-sourcing instinct this role lives on. Make the deal hypothesis explicit so the panel can pressure-test your thinking.
- Target accounts
- Named accounts with a reason each is ranked - existing Cursor usage, eng headcount, AI posture.
- Stakeholder map
- VP Eng / CTO, Platform/DevEx champions, Security, IT, Procurement, Legal.
- Pipeline-gen plan
- How you'd self-source: outbound angles, existing power users, referral paths.
- Deal hypothesis
- Where you think the pain and the budget are and the land-and-expand path from pilot to org-wide.