Description:
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.
Experience
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.
- Working fluency in the AI landscape: platforms, deployment models, use cases, value drivers, and where the risk actually sits. This is a business-value and consultative-selling
role, not a hands-on technical practitioner seat.
- 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 a buying committee.
- Comfort operating in a co-sell / specialist model — you drive the AI motion, field account teams own the primary relationship, and you make that partnership work.
- Disciplined CRM and forecasting habits. If it's not in the system, it doesn't count.
- Bachelor's degree required.