Principal AI Sales Specialist | Remote Expand to view locations Remote Remote Remote

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.

GAIA is Cohesity’s enterprise AI platform for unlocking the value of unstructured data across the Cohesity Data Cloud. It helps customers securely search, understand, summarize, and reason across current and historical enterprise information, while preserving permissions, provenance, and governance. GAIA also provides a foundation for agentic AI by making trusted enterprise context available to AI applications, copilots, and agents - helping customers move from simply protecting data to using it as a strategic source of intelligence and action.

Why now:
This role is a founding GTM role in Cohesity's new AI Business Unit. GAIA is where the market is heading - enterprises secured their data with us; now they want to activate it for AI. You’ll build the sales playbook on top of 13,000 existing customers and co-sell muscle from NVIDIA and the hyperscalers, carrying a brand-new number in a market that’s just opening.

Ground floor, executive air cover, and a partner ecosystem already generating pipeline.

HOW YOU’LL SPEND YOUR TIME HERE:

• Own GAIA revenue number across product/infrastructure and consulting-advisory bookings for your territory — you generate it, you carry it, you close it.
• Be the AI subject‑matter resource in every deal you touch — data architecture, use cases, deployment models, and the business case behind them, credible enough to hold the room with a CAIO, CDO, or VP of AI.
• Build pipeline, partner with marketing, SDRs, and field sales, but don’t wait on them — daily and weekly outbound across multiple channels is part of the job, not a fallback.
• Identify, qualify, develop, and close AI opportunities by working existing field relationships and building new ones with your own network.
• Build and deliver executive‑quality pitch decks, proposals, and business cases that translate the technology into a value story specific to the account — not a template with a logo swapped in.
• Blend product/infrastructure opportunities with consulting and advisory engagements into multi‑phase account plans — the first deal should set up the next one.
• Work the AI partner ecosystem for your region — NVIDIA, the hyperscalers, infrastructure OEMs, and emerging AI vendors — for joint pipeline, co‑sell motion, and deal registration.
• Run disciplined pipeline hygiene: accurate CRM, honest stage progression, forecasts people can plan against.
• Show up in cadence calls and pipeline reviews with something useful — market intel, competitive read, what worked and what didn’t — not just a status update.

WE’D LOVE TO TALK TO YOU IF YOU HAVE MANY OF THE FOLLOWING:

• 10-12 years of quota‑carrying technology sales experience, including time in a specialist selling role, with 2-3 years specifically selling AI products to VP of AI, CAIO, CDO, or equivalent buyers.
• Infrastructure selling experience — you know what it takes to get a platform decision made, not just a point‑tool purchase.
• A demonstrated track record generating your own pipeline in complex, multi‑stakeholder enterprise accounts — hunter, not order‑taker.
• W…