Senior Federal Account Executive

Cohesity • Arlington, VA

1d • $287,280 - $359,100

About The Position

Cohesity is seeking a Senior Account Executive to develop and grow a defined territory. This individual-contributor role focuses on acquiring net-new customers and expanding existing accounts by positioning Cohesity as mission-critical infrastructure for cyber resilience and data security. The successful candidate will plan and manage a territory, navigate complex buying groups, build executive relationships, and consistently close large strategic deals.

The role involves owning an annual quota and managing complex transactions from prospecting through close. The Account Executive will work with sales engineers, channel partners, and internal teams to deliver coordinated account strategies, maintain territory plans and forecasts in Salesforce, and use AI and productivity tools to support efficient, data-driven selling. Travel within the assigned territory is required as needed. Employees within reasonable commuting distance of a core office work there two to three days per week; candidates outside the area are expected to relocate before starting and have the legal right to work in the job location.

Requirements

• Extensive success in a quota-carrying, customer-facing sales role selling complex technology solutions.
• Demonstrated experience selling into and partnering with Information Security or Cybersecurity teams; understanding of enterprise security frameworks and compliance standards, and ability to align solutions with customer security and risk requirements.
• Experience selling into accounts with multiple stakeholders and complex sales cycles.
• Knowledge of data security architectures, ransomware resilience, and the competitive landscape.
• Expertise with NetBackup, Backup Exec, and InfoScale, 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 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 proficiency for customer and internal communication.

Nice To Haves

• Experience with Cohesity solutions, including DataProtect, DataHawk, and SmartFiles, is strongly preferred.

Responsibilities

• Own a defined territory and deliver against an annual quota through new-logo acquisition and account expansion.
• Build, manage, and execute a 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 business cases connecting Cohesity’s data security platform to customer outcomes in security, resilience, compliance, and cost optimization.
• Partner with sales engineers, channel partners, and internal stakeholders to execute coordinated account strategies.
• Maintain accurate forecasts, territory plans, and pipeline records in Salesforce.
• Use AI and productivity tools to streamline workflows, improve deal quality, and support data-driven decision-making.
• Travel within the assigned territory as required.

Benefits

• Health and wellness benefits
• Vacation
• Paid holidays and refresh days
• 401(k) retirement plan
• Life and disability insurance coverages
• The position may be eligible for bonus compensation, commission, and/or equity grants.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior