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Cohesity, a leader in AI-powered data security serving over 13,600 enterprise customers including 85+ Fortune 100 companies, is building out its new AI Business Unit (GAIA). This is a founding GTM role focused on selling AI-powered data activation and insights to enterprise customers.
You will own the AI revenue number for your territory across product, infrastructure, and consulting-advisory bookings. You'll be the AI subject-matter expert in every deal—credible enough to hold conversations with CAIOs, CDOs, and VPs of AI on data architecture, use cases, deployment models, and business cases. Your responsibilities include:
• Generate and own pipeline through daily and weekly outbound across multiple channels; don't wait on marketing or SDRs to feed you leads.
• Identify, qualify, develop, and close AI opportunities by leveraging existing field relationships and building new ones from your own network.
• Build and deliver executive-quality pitch decks, proposals, and business cases that translate technology into account-specific value stories.
• Blend product/infrastructure opportunities with consulting and advisory engagements into multi-phase account plans.
• Work the AI partner ecosystem (NVIDIA, hyperscalers, infrastructure OEMs, emerging AI vendors) for joint pipeline, co-sell motion, and deal registration.
• Maintain disciplined pipeline hygiene: accurate CRM, honest stage progression, and reliable forecasts.
• Contribute market intelligence, competitive insights, and lessons learned to cadence calls and pipeline reviews.
You'll operate in a co-sell/specialist model where you drive the AI motion while field account teams own the primary relationship. You'll be measured on AI revenue quota attainment, pipeline generation and conversion, services attach rates, field collaboration, partner co-sell success, win rates on competitive deals you led, and CRM accuracy.
REQUIREMENTS:
• 10–12 years of quota-carrying technology sales experience, including 2–3 years specifically selling AI products to VP of AI, CAIO, CDO, or equivalent buyers.
• Infrastructure selling experience—understanding what it takes to get a platform decision made, not just a point-tool purchase.
• Demonstrated track record generating your own pipeline in complex, multi-stakeholder enterprise accounts (hunter mentality, not order-taker).
• Working fluency in the AI landscape: platforms, deployment models, use cases, value drivers, and risk assessment.
• Experience selling both product/infrastructure and consulting-advisory engagements to enterprise, data-driven, or high-growth technology customers.
• Proven ability to build and deliver executive-grade decks and proposals that hold up in front of buying committees.
• Comfort operating in a co-sell/specialist model.
• Disciplined CRM and forecasting habits.
• Bachelor's degree required.
PREFERRED:
• Existing relationships with CAIOs, CDOs, or VP-of-AI buyers at Fortune 500 or high-growth East Coast enterprises.
• Prior specialist overlay experience at a data infrastructure, cloud, or AI platform vendor.
• Comfort working co-sell motions with NVIDIA, AWS, Azure, or GCP field teams.
• Language capability matched to assigned territory (e.g., Arabic for Emerging/Gulf, Mandarin/Cantonese for APJ); business-level English required for all positions.
