Federal Account Executive (DC/MD/VA)

Overview

Own and grow a named Federal territory (Dept of Commerce, DOT) as an individual contributor, driving new logo acquisition and account expansion for Cohesity's AI-powered data security and management platform.

What you'll do

• Own a defined enterprise 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 enterprise transactions from prospecting through close.
• Penetrate large enterprise 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 optimization.
• 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.

What you'll need

• 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 enterprise sales role selling complex technology solutions.
• Demonstrated experience selling into enterprise accounts with multiple stakeholders and complex sales cycles.
• Knowledge of data security architectures, ransomware resilience, and the competitive landscape.
• Strong track record of negotiating and closing high-value enterprise 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.

Nice to have

• Experience with Cohesity solutions (DataProtect, DataHawk, SmartFiles).
• Expertise with NetBackup, Backup Exec, and InfoScale, including immutable storage, hardened media servers, ACL-based controls, and encryption.

Details

• Location: Maryland, USA (Remote).
• Employees within a reasonable commute (about 45 minutes average travel time) work out of core offices 2-3 days a week of their choosing; candidates outside the area should be committed to relocating before their start date and have the legal right to work in the job location.
• Pay range: $247,760.00-$309,700.00 annualized base, plus eligibility for bonus, commission (OTE for commission-based roles), and/or equity grants.
• Full-time position with eligibility for comprehensive benefits.