Federal Account Executive - Army

About the role

Cohesity is a leader in AI-powered data security and management, helping organizations secure, protect, manage, and derive value from data across the data center, edge, and cloud. The platform defends against cybersecurity threats with immutable backup snapshots, AI-based threat detection, monitoring for malicious behavior, and rapid recovery at scale. Cohesity has been named a Leader by multiple analyst firms and globally recognized for Innovation, Product Strength, and Simplicity in Design.

We are seeking a Federal Account Executive (Army) to own and grow a defined territory. This is an active, hands-on sales role where you will self-source pipeline, win new logos, and expand existing accounts. You will sell the full Cohesity portfolio — data protection, cyber resilience, security, and AI — to complex, multi-stakeholder customers in one of the most mission-critical categories in enterprise technology.

Responsibilities

• Self-source the majority of new-customer pipeline and own new-logo deals through close, alongside account expansion
• Own territory planning, building annual and quarterly account plans for top accounts
• Run discovery independently across multiple stakeholders; qualify rigorously, disqualify early, and build and execute deal strategy for multi-stakeholder cycles
• Engage VP-level security and IT leaders independently and multithread accounts; partner effectively with Sales Engineers, Marketing, Customer Experience, Product, and Deal Desk, and communicate blockers early
• Build business cases with SE input; structure multi-year and multi-product deals and negotiate terms, finding creative options to close within standard frameworks
• Sell the full portfolio across data protection, cyber resilience, security, and AI; identify and drive cross-sell independently; align solutions to security frameworks and compliance requirements across multiple industries
• Partner with Customer Success and Renewals on adoption and value realization; identify and drive expansion in owned accounts; secure customer references where earned
• Co-sell with channel partners and technology alliances (including NVIDIA, IBM, HPE, and AWS) and drive partner-sourced pipeline
• Own forecast accuracy for your book and maintain pipeline hygiene in Salesforce
• Share repeatable plays, informally mentor newer AEs, and stay current on product, competitive, and sales-process enablement, applying it to your deals

Requirements

• Approximately 5+ years of relevant sales experience, ideally selling enterprise technology across infrastructure, SaaS, or adjacent markets
• Demonstrated experience selling into and partnering with Information Security / Cybersecurity teams, with a strong understanding of enterprise security frameworks, compliance standards, and the ability to align solutions to customer security and risk requirements
• A customer-focused mindset and strong interest in cybersecurity and data protection, especially ransomware and recovery
• Working knowledge of data security and backup technologies, and of security frameworks and compliance across multiple industries
• Demonstrated success landing net-new customers and growing existing accounts
• Familiarity with Cohesity solutions (DataProtect, DataHawk, SmartFiles) is a plus; exposure to NetBackup, Backup Exec, or InfoScale is helpful but not required
• Experience working with channel partners and co-selling
• Strong communication skills, including presenting to VP-level customer and internal audiences
• Proficiency with the sales stack (Salesforce, forecasting tools) and demonstrated use of AI tools to improve productivity, organization, and sales effectiveness
• Bachelor's degree in Business or a related field, or equivalent experience
• Professional English language proficiency for customer and internal communication
• Willingness to travel as required within the assigned territory

Pay

On-Target Earnings (OTE): $247,760 – $309,700 annually. Actual salary depends on skills, qualifications, experience, location, and salary expectations; a starting salary at the low end, high end, or above the stated range may be offered. This position is eligible for commission and/or equity grants.

Benefits

• Health and wellness benefits
• Vacation, paid holidays, and refresh days
• 401(k) retirement plan
• Life and disability insurance coverages
• Other benefits the Company may offer from time to time

Schedule

Employees within a reasonable commute (approximately 45 minutes average travel time) work from core offices 2–3 days per week, with flexibility to choose which days. Candidates are strongly preferred to be currently located in or near the designated job location. Candidates outside the area should apply only if committed to relocating prior to start date and having the legal right to work in the job location.