Doug Cohen

VP Sales & GTM Leader | Building Scalable Revenue Systems for AI Infrastructure, Data Platforms & Developer Technologies | 15x Revenue Growth

New York5.4k followers

Amazon Web Services (AWS)

ex-DC Consulting LLC

ex-StreamNative

I help technical companies turn strong products into repeatable enterprise revenue growth.
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Across multiple growth stages, I’ve built and scaled enterprise sales organizations, delivered consistent year-over-year revenue growth, and helped companies secure venture financing and navigate multiple successful I’m most often brought in when the company is highly technical, the category is still emerging, and the challenge is building a repeatable enterprise sales motion that can scale with the My experience spans both zero-to-one and enterprise scale. At StreamNative, I joined as the first sales hire, transformed founder-led sales into a repeatable global motion, scaled revenue 15x into eight figures, and built a 20+ person GTM organization. As fractional CRO for Great Expectations, I built the company’s first repeatable enterprise revenue engine, taking the business from virtually zero revenue to approximately $500K in bookings within a year and approximately $80K per month in new bookings before its I now design worldwide GTM initiatives for Amazon EKS across marketing, technical events, demand generation, and global field sales, including a recurring motion generating more than $2M in new qualified pipeline per My domain experience spans AI, agentic AI, cloud infrastructure, Kubernetes, SaaS, enterprise data platforms, developer tools, open-source technologies, and real-time data streaming. I build repeatable revenue systems that connect Sales, Marketing, Product, Customer Success, and Partners into predictable commercial engines through disciplined qualification, MEDDPICC, customer engagement, enablement, AI-powered workflows, and data-driven execution.

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GTM Index

AMAZON WEB SERVICES (AWS)JOB
1. Senior Worldwide GTM Speci…
  1Y 1M
2. Account Executive
  1Y 2M
DC CONSULTINGJOB
1. Fractional Chief Revenue O…
  1Y 8M
STREAMNATIVEJOB
1. VP of Sales
  2Y 1M
LENSES.IOJOB
1. Dir of Sales - Strategic A…
  1Y 10M
PILOTJOB
1. Dir of Sales
  2Y 4M
2. Account Executive
  1Y 2M
APPLEJOB
1. Account Executive
  3Y 2M
2. Specialist/Mentor
  1Y 6M
COGENT COMMUNICATIONSJOB
1. National Account Executive
  1Y 3M
COLUMBIA RECORDSJOB
1. Artist and Repertoire (A&R…
  5M
SATURN WIRELESSJOB
1. Account Executive
  1Y 3M

Job: Amazon Web Services (AWS) — Senior Worldwide GTM Specialist, Amazon EKS · 2025-09 – present · 11 mo — Build worldwide GTM strategy for Amazon EKS across generative AI training and inference, agentic workloads, and SaaS modernization; align marketing, technical events, demand generation, and global field sales around repeatable mechanisms that convert customer engagement into qualified pipeline and revenue growth. Selected impact • Designed and built an end-to-end event-to-pipeline mechanism using self-service assessments, automated nurture, and account-team handoff to convert attendees into qualified opportunities, generating more than $2M in new qualified pipeline per week; the motion is now recurring and scaling worldwide. • Developed a customer self-service strategy leveraging a modern…
Job: DC Consulting LLC — Fractional Chief Revenue Officer · 2024-01 – 2025-09 · 1y 8mo — Built repeatable enterprise GTM organizations for venture-backed data infrastructure, AI, and developer platform companies, helping founders scale beyond founder-led selling into disciplined, enterprise revenue organizations. Served as an embedded Fractional CRO leading sales strategy, enterprise execution, pricing, product packaging, demand generation, customer success, and AI-powered GTM systems. Selected clients included Great Expectations (acquired), Pipekit, and other high-growth infrastructure companies. Selected impact • Built repeatable enterprise GTM organizations across multiple venture-backed companies, implementing MEDDPICC, enterprise sales playbooks, qualification frameworks,…
Job: StreamNative — Vice President of Sales · 2021-12 – 2024-01 · 2y 1mo — Joined as StreamNative’s first sales hire and transformed founder-led sales into a repeatable global enterprise motion, scaling revenue 15x into eight figures and building a 20+ person GTM organization. Selected impact: • Scaled revenue 15x while delivering 300%+ YoY ARR growth in both 2022 and 2023, with a SaaS Magic Number of 2.5; won strategic customers including Apple, Verizon, Cisco, FICO, and Collibra. • Built and led a 20+ person GTM organization across Sales, Customer Success, Marketing, and Solutions Engineering; established MEDDPICC, POC frameworks, operating cadence, forecasting discipline, and enterprise sales playbooks. • Increased average contract value more than 400% withi…
Job: Lenses.io — Director of Sales - Strategic Accounts · 2020-02 – 2021-12 · 1y 10mo — Joined Lenses.io as its first U.S. hire and built a repeatable enterprise playbook for its Apache Kafka DataOps platform, scaling the North American business before its acquisition by Celonis. Selected impact: • Grew North American Enterprise Strategic revenue 184% in 2020 and 155% in 2021, exceeding quota and earning President’s Club. • Led a cross-functional pod of sellers, solutions architects, and marketers, reducing lead-to-win time 50% and increasing average new-logo deal size more than 200%. • Expanded into financial services, telecommunications, and retail, landing and growing strategic customers including Walmart, Visa, Fifth Third Bank, and Comcast. • Partnered with the CEO to…
Job: Amazon Web Services (AWS) — Account Executive · 2018-12 – 2020-02 · 1y 2mo — AWS is the world's leading cloud computing platform, providing on-demand cloud computing services including compute, storage, databases, analytics, and AI/ML services to millions of customers globally. Key Accomplishments • Managed $40M+ territory, exceeded quota, and grew ARR by 141% YoY in 2019 through focused prospecting and outcome-based sales, earning ranking in top 10 Territory Account Managers nationwide • Grew adoption of AWS AI/ML services, including landing the largest AWS Forecast customer to date • Developed CRM hygiene tool that was adopted by AEs worldwide, increasing data quality and forecasting across the sales organization • Partnered with ISVs and MSPs to deliver complete…
Job: Pilot — Director of Sales · 2016-08 – 2018-12 · 2y 4mo — Promoted from Pilot’s first Account Executive and top-performing seller to Director of Sales, building the team, operating systems, and partner motion that scaled company revenue from $1M to $20M+. Selected impact: • Hired and developed 30+ sellers and managers, promoting multiple individual contributors into leadership; established structured coaching, weekly one-on-ones, and performance plans that returned underperforming AEs to success. • Increased output per AE 178% through structured coaching, performance management, enablement, and stronger operating discipline. • Appointed by the CEO to chair the Training Committee; created and delivered company-wide onboarding and professional de…
Job: Pilot — Account Executive · 2015-06 – 2016-08 · 1y 2mo — Joined Pilot as its first Account Executive, built the foundation for a repeatable direct-sales motion, and became the company’s top-performing AE, earning promotion to Director of Sales after 14 months. Selected impact: • Averaged 128% of quota, including 179% in Q4 2015 and 302% in December 2015. • Earned President’s Club and ranked as the company’s #1 AE in both 2015 and 2016.
Job: Apple — Account Executive · 2012-04 – 2015-06 · 3y 2mo — • Ranked #1 salesperson in the NJ Metro Market 2014 by closing key customers including Party City, the NY Jets, and RWJBarnabas Health • Led a cross-functional initiative to increase leads across Metro NJ territory, resulting in a 202% increase in 2014 • Exceeded 200% to goal in business revenue in Q3 2011
Job: Apple — Specialist/Mentor · 2010-10 – 2012-04 · 1y 6mo
Job: Cogent Communications — National Account Executive · 2010-10 – 2012-01 · 1y 3mo — • Ranked in the top 10% globally by quota attainment, including 180% in 2011, achieved by exceeding KPI targets for prospecting, resulting in new revenue • Mentored peers and new hires, accelerating new-hire ramp and leading to global recognition at Sales Kickoff with an award for Peer Leadership
Job: Columbia Records — Artist and Repertoire (A&R) Intern · 2010-01 – 2010-06 · 5 mo — • Scouted for talent and pitched musicians to A&R leadership for contract consideration including Foster the People, who went on to sign a record deal
Job: Saturn Wireless — Account Executive · 2008-07 – 2009-10 · 1y 3mo — AT&T Premier Partner, focusing on B2B mobility solutions.
School: Berklee College of Music — Bachelor of Music, Songwriting
School: Seton Hall University — Physics/Engineering Double Major

Skills

Sales LeadershipAgentic AIRevenue GrowthData PlatformsAgentic WorkflowsPhysical AIAmazon EKSData LakehouseDatabricks ProductsData WarehousingMachine LearningFoundation ModelsGenerative AIApache KafkaData StreamingGTMSaaS SalesSales OperationsKubernetesArtificial Intelligence (AI)

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Doug Cohen

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