Senior Federal Account Executive | Arlington, VA Office

Cohesity opens in a new tab is a leader in AI-powered data security and management. Aided by an extensive ecosystem of partners, Cohesity makes it easy to secure, protect, manage, and get value from data — across the data center, edge, and cloud. Cohesity helps organizations defend against cybersecurity threats with comprehensive data security and management capabilities, including immutable backup snapshots, AI-based threat detection, monitoring for malicious behavior, and rapid recovery at scale.
We’ve been named a Leader by multiple analyst firms and have been globally recognized opens in a new tab for Innovation, Product Strength, and Simplicity in Design.
Join us on our mission to shape the future of our industry.

We’re seeking an Senior Account Executive to help develop and grow a defined territory. This is an individual contributor role for a proven seller who thrives in complex, competitive environments. You will drive net‑new logo acquisition and expand accounts by positioning Cohesity as mission‑critical infrastructure for cyber resilience and data security.

This role requires disciplined territory planning, strong executive presence, and the ability to navigate multi‑stakeholder buying groups while consistently closing large, strategic deals.

• Own a defined territory and deliver against an annual quota through a balanced focus on new logo acquisition and account expansion

• Build, manage, and execute a robust pipeline of complex transactions from prospecting through close

• Penetrate large organizations, engage C‑level and VP‑level decision makers, and run structured, value‑based sales cycles

• Develop compelling business cases that connect Cohesity’s AI‑powered data security platform to customer outcomes across security, resilience, compliance, and cost optimisation

• Partner closely with sales engineers, channel partners, and internal stakeholders to execute coordinated account strategies

• Maintain accurate forecasting, territory plans, and pipeline hygiene within Salesforce

• Leverage AI and productivity tools to streamline workflows, improve deal quality, and support data‑driven decision making

• 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

• Extensive success in a quota‑carrying, customer‑facing sales role selling complex technology solutions

• Demonstrated experience selling into accounts with multiple stakeholders and complex sales cycles

• Knowledge of data security architectures, ransomware resilience, and the competitive landscape.

• Experience with Cohesity solutions (Data Protect, Data Hawk, Smart Files) strongly preferred

• Expertise with Net Backup, Backup Exec, and Info Scale, including immutable storage, hardened media servers, ACL‑based controls, and encryption

• Strong track record of negotiating and closing high‑value contracts

• Executive‑level communication and presentation skills, with the ability to clearly articulate technical and business value

• Experience working with channel partners and cross‑functional deal teams.

• Willingness to travel as required within the assigned territory

• Bachelor’s degree in Business or a related field, or equivalent experience

• Professional English language proficiency for customer and internal communication.

Disclosure Pursuant to Applicable State Equal Pay Transparency Laws - This position has a starting pay range as listed below. Actual salary depends upon many factors, including a candidate’s skills, qualifications and experience, location, and salary…