Federal Account Executive

Jobtailor; Maryland; Hybrid; USD 180,000 - 260,000; Full time

Job summary

Cohesity is seeking an enterprise sales professional in Maryland to own a defined territory, deliver against an annual quota, and drive new logo acquisition as well as account expansion.

You will build pipelines, engage C-level decision makers, and run structured, value-based sales cycles, mapping Cohesity's AI-powered data security platform to customer outcomes across security, resilience, compliance, and cost optimization.

Qualifications

• Demonstrated experience selling into Information Security / Cybersecurity teams.
• Strong understanding of enterprise security frameworks and compliance standards.
• Extensive success in quota-carrying, customer-facing enterprise sales.
• Experience selling into enterprise accounts with multiple stakeholders and complex cycles.
• Knowledge of data security architectures, ransomware resilience, and competitive landscape.
• Experience with Cohesity solutions (DataProtect, DataHawk, SmartFiles) strongly preferred.
• Expertise with NetBackup, Backup Exec, and InfoScale, including immutable storage and encryption.
• Strong track record of negotiating and closing high-value contracts.

Responsibilities

• Own a defined enterprise territory and deliver against an annual quota through new logo acquisition and account expansion.
• Build, manage, and execute a pipeline of complex enterprise transactions from prospecting through close.
• Penetrate large enterprise organizations and engage C-level and VP-level decision makers.
• Run structured, value-based sales cycles.
• Develop business cases connecting Cohesity's AI-powered data security platform to customer outcomes across security, resilience, compliance, and cost optimization.
• Partner with sales engineers, channel partners, and internal stakeholders on coordinated account strategies.
• Maintain accurate forecasting, territory plans, and pipeline hygiene in Salesforce.
• Leverage AI and productivity tools to streamline workflows, improve deal quality, and support data-driven decision making.

Skills

Enterprise sales experience

Information security knowledge

Cohesity solutions expertise

Negotiation and closing skills

Executive-level communication

Education

Bachelor's degree in Business or related field

Tools

Salesforce

Cohesity DataProtect

Cohesity DataHawk

Cohesity SmartFiles

NetBackup

Backup Exec

InfoScale

Job description

• Own a defined enterprise territory and deliver against an annual quota through new logo acquisition and account expansion
• Build, manage, and execute a pipeline of complex enterprise transactions from prospecting through close
• Penetrate large enterprise organizations and engage C-level and VP-level decision makers
• Run structured, value-based sales cycles
• Develop business cases connecting Cohesity's AI-powered data security platform to customer outcomes across security, resilience, compliance, and cost optimization
• Partner with sales engineers, channel partners, and internal stakeholders on coordinated account strategies
• Maintain accurate forecasting, territory plans, and pipeline hygiene in Salesforce
• Leverage AI and productivity tools to streamline workflows, improve deal quality, and support data-driven decision making

Requirements

• Demonstrated experience selling into and partnering with Information Security / Cybersecurity teams
• Strong understanding of enterprise security frameworks and compliance standards
• 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
• Experience with Cohesity solutions (DataProtect, DataHawk, SmartFiles) strongly preferred
• 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 enterprise contracts
• Executive-level communication and presentation skills
• 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

Core Competencies

Demonstrates expertise in enterprise sales, particularly in selling complex technology solutions to C-level and VP-level decision makers. Proficient in leveraging AI-powered data security platforms and maintaining strong relationships with channel partners and internal stakeholders.

Highest-signal resume keywords

• Enterprise Sales Experience
• Information Security Knowledge
• Cohesity Solutions Expertise
• Negotiation and Closing Skills
• Executive-Level Communication

Hard Skills

• Quota-Carrying Sales
• Complex Sales Cycles
• Data Security Architectures
• Ransomware Resilience
• Salesforce Proficiency
• Forecasting and Pipeline Management
• Compliance Standards Understanding
• Negotiating High-Value Contracts
• AI-Powered Solutions Selling
• Customer Outcomes Development

Soft Skills

• Executive-Level Communication
• Presentation Skills
• Collaboration with Cross-Functional Teams

Industry Keywords

• Cybersecurity
• Enterprise Security Frameworks
• Compliance Standards
• Data Security
• Cost Optimization

Tools & Technologies

• Salesforce
• Cohesity DataProtect
• Cohesity DataHawk
• Cohesity SmartFiles
• NetBackup
• Backup Exec
• InfoScale