About this role.
Cohesity is hiring a Regional Director for Federal Sales (Civilian) to lead and scale a team of Senior Account Executives selling mission-critical data security, cyber resilience, and ransomware recovery solutions. This leadership role owns territory execution, drives revenue and pipeline goals, and engages directly with customers and cross-functional teams. The ideal candidate has proven experience managing multiple sales managers or senior sellers in enterprise technology, a strong grasp of security concepts, and a track record of multi-team quota attainment. The position offers a competitive OTE pay range of $336,000-$420,000 per year, reflecting the seniority and impact of the role.
Role DNA
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Job Complexity
5/5Pace & Pressure
5/5Autonomy Level
5/5Communication Load
5/5Salary analysis
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Core skills
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Cover letter sample
Dear Hiring Team,
I am excited to apply for the Regional Director, Federal Sales (Civilian) position at Cohesity. With over a decade of leading federal sales teams in the cybersecurity and data management space, I have consistently exceeded revenue targets while building high-performing organizations. My experience aligns directly with your needs around cyber resilience, ransomware recovery, and complex civilian agency sales.
In my recent role, I managed multiple senior account executives and developed territory strategies that grew pipeline coverage by 200% while maintaining forecast accuracy above 90%. I have deep experience engaging with C-level stakeholders across federal agencies, and I understand the unique security and compliance requirements that drive purchasing decisions. I also leverage AI tools to enhance sales productivity and decision-making, which I see is a key priority for Cohesity.
I am drawn to Cohesity's leadership in AI-powered data security and its mission to protect organizations from evolving cyber threats. I would welcome the opportunity to bring my leadership skills, industry knowledge, and passion for developing talent to your team. Thank you for your consideration.
Sincerely,
[Your Name]
Sample interview questions
I have spent the last eight years leading federal civilian sales teams, managing both direct sellers and sales managers. In that time, I built a disciplined forecasting process, implemented regular pipeline reviews, and established clear account prioritization. My teams consistently achieved 110% of quota by aligning our solutions to agency missions and leveraging partners to expand our reach. I also focused on coaching managers to become better mentors, which improved overall team performance.
In the first 30 days, I would assess the current team, pipeline, and account coverage, and meet with key customers and partners to understand our positioning. Days 30-60, I would identify whitespace opportunities across civilian agencies, prioritize accounts based on potential, and align resources accordingly. By day 90, I would implement a detailed territory plan with clear targets, milestones, and an inspection cadence, ensuring every manager and seller has a clear path to exceed quota.
I have sold cyber resilience and data protection solutions to federal agencies for over a decade. I understand their operational technology environments and the stringent requirements around backup, recovery, and compliance. With the rise of ransomware threats, I have helped agencies implement immutable snapshots and rapid recovery strategies. I am comfortable speaking to both technical stakeholders and mission leaders about risk mitigation and business continuity.
I use a rigorous forecasting cadence that includes weekly deal reviews, monthly pipeline health checks, and quarterly business reviews. I emphasize the importance of using a common methodology to capture deal stages and probability, and I coach managers to validate data with sellers. I also track leading indicators like meeting activity, technical discovery, and POC status to spot risk early. This approach has helped my teams maintain forecast accuracy above 90% consistently.
I would integrate AI-powered tools into our CRM and sales processes to automate data entry, generate account insights, and provide real-time risk alerts on deals. For example, AI can analyze historical win/loss data to recommend next-best actions and help managers prioritize coaching. I would also encourage my team to use AI for buyer research, proposal drafting, and competitive analysis, allowing sellers to focus on relationship-building and strategic selling.
Interested candidates based outside of the designated areas are welcome to apply, provided they have the indefinite right to work in the job location.
Cohesity is a leader in AI-powered data security and management. Aided by an extensive ecosystem of partners, Cohesity makes it easy to secure, protect, manage, and get value from data — across the data center, edge, and cloud. Cohesity helps organizations defend against cybersecurity threats with comprehensive data security and management capabilities, including immutable backup snapshots, AI-based threat detection, monitoring for malicious behavior, and rapid recovery at scale.
We’ve been named a Leader by multiple analyst firms and have been globally recognized for Innovation, Product Strength, and Simplicity in Design.
Join us on our mission to shape the future of our industry.
Cohesity is seeking a Regional Director, Federal Sales to lead and scale a team of Senior Account Executives selling mission-critical data security, cyber resilience, and ransomware recovery solutions. This role owns execution of a complex commercial territory, drives consistent performance across teams, and develops future sales leaders.
HOW YOU’LL SPEND YOUR TIME HERE:
Lead, develop and manage Senior Account Executives selling Cohesity’s data security and cyber resilience solutions
Build and execute territory and coverage strategies to meet short- and long-term revenue and pipeline goals
Engage strategically with customers through executive meetings, deal reviews, and critical opportunities
Partner cross-functionally with Sales Engineering, Channel, Marketing, and Professional Services leaders
Ensure strong forecasting rigor, pipeline discipline, and inspection cadence across the district
Recruit, develop, and retain high-performing managers and sales talent
WE’D LOVE TO TALK TO YOU IF YOU HAVE MANY OF THE FOLLOWING:
Demonstrated experience leading multiple sales managers or senior sellers in a competitive enterprise technology environment
Strong understanding of enterprise security concepts including ransomware, cyber recovery, compliance, and risk mitigation
Proven track record driving multi-team quota attainment, forecast accuracy, and disciplined sales execution
Experience supporting complex, high-value enterprise deals with sophisticated stakeholders and security requirements
Ability to lead and influence extended, cross-functional resource teams
Trusted, high-integrity leader with strong communication skills
Willingness to travel as required by the role.
Bachelor’s Degree in Computer Science, Engineering, Mathematics, or a related field, or equivalent experience.
Demonstrated ability to leverage AI tools to enhance productivity, streamline workflows, and support decision making.
Must have English language proficiency (can interact with a degree of fluency when speaking, reading, and writing in a professional and specialized setting).
#LI-CC1
Disclosure Pursuant to Applicable State Equal Pay Transparency Laws – This position has a starting pay range as listed below. Actual salary depends upon many factors, including a candidate’s skills, qualifications and experience, location, and salary expectations, and therefore a starting salary at the low end, high end, or even above the stated range may be offered. This position may also be eligible for bonus compensation, commission (if in a sales function), and/or equity grants. Additionally, full-time employees are eligible to participate in our comprehensive benefits framework, including health and wellness benefits, vacation, paid holidays and refresh days, 401(k) retirement plan, life and disability insurance coverages, and other benefits the Company may offer from time to time.
Pay Range :
$336,000.00-$420,000.00
The compensation noted above is based on an annualized hourly rate assuming normal full-time employment.
Current pay transparency shows the OTE (On-Target Earnings) for commission-based roles.
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Equal Employment Opportunity Employer (EEOE)
Cohesity is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status, veteran status or any other category protected by law.
If you are an individual with a disability and require a reasonable accommodation to complete any part of the application process, or are limited in the ability or unable to access or use this online application process and need an alternative method for applying, you may contact us at 1-855-9COHESITY or recruiting@cohesity.com for assistance.
In-Office Expectations
Cohesity employees who are within a reasonable commute (e.g. within a forty-five (45) minute average travel time) work out of our core offices 2-3 days a week of their choosing.
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