Senior Manager Enterprise SaaS Sales - Capital One Software (Remote)

Description

The company has used technology and data since its first credit card customer in 1994, and was one of the first large enterprises to move fully onto the public cloud. Because no existing market tools fit its scale needs, it built its own cloud and data management tools. It announced its software arm in 2022 and has launched two B2B products, Slingshot and Databolt.

The team is looking for an enterprise account executive to grow its enterprise sales group. The role is a senior manager position in SaaS sales and covers the full sales cycle for deals in heavily regulated fields such as financial services and healthcare. You would help build the business and take these tools to market alongside product, engineering and design leaders who regularly challenge how things are done.

You would help large global companies protect sensitive data, including PII, PHI, card numbers and credentials, while still allowing analytics, AI and secure data sharing. You would sell Databolt, a vaultless tokenization platform already in use at some highly regulated companies.

This is a strategic role rather than a transactional one. Sales cycles run 12 to 18 months, and you would handle detailed security reviews and build business cases that weigh risk reduction against data access. You would advise C-level leaders at Global 2000 companies and sell into buying groups that include CISOs, Chief Data Officers, VP Data Engineering, risk and compliance, legal and procurement. You would create your own pipeline through targeted outbound work and partner channels, run each deal from start to close, and act as an adviser to both customers and internal colleagues.

Responsibilities

• Manage enterprise deals from start to finish, finding and qualifying opportunities and closing ARR through new logos and expansion
• Map and work through buying groups, coordinating strategies across security, data platform, compliance, legal and procurement
• Lead proofs of concept with clear success criteria, tight timelines and executive buy-in to move deals forward
• Guide customers through vendor risk assessments, architecture reviews, penetration tests and compliance checks such as SOC2, ISO, PCI-DSS and HIPAA
• Quantify value in business cases, covering risk reduction such as smaller PCI scope and prevented breaches, and enablement such as faster analytics, safe AI access and compliant data sharing
• Negotiate complex contracts, including DPAs, security exhibits, BAAs, indemnities and enterprise licence terms, to reach fair deals for both sides
• Build land-and-expand plans that grow first deployments across business lines, environments and use cases
• Work with cloud ecosystem partners such as AWS, Snowflake and Databricks, and with GSI partners, to speed up deals
• Success is measured by new customers won, new ARR, expansion in existing strategic accounts, a healthy self-built pipeline and predictable closing of complex, multi-stakeholder deals

Requirements

• A bachelor's degree or military experience
• At least 3 years of enterprise B2B software or technology sales, for example in financial services, healthcare, insurance or government
• At least 1 year selling data security or cloud security products such as tokenization, encryption, data protection, secrets management or identity access management, including work with compliance frameworks such as PCI-DSS, HIPAA, GDPR or SOC2
• At least 2 years managing sales cycles of 9 months or longer using a structured method such as MEDDIC or MEDDICC
• Preferred: experience selling hybrid deployments (SaaS plus the customer's environment), including handling data residency and security control requirements
• Preferred: experience co-selling with cloud providers, cloud data platforms or GSI partners to build pipeline and deliver customer results
• Preferred: a record of replacing incumbent technology and moving complex enterprise customers to new approaches
• Preferred: understanding of the modern data stack and cloud migrations, such as moving on-prem workloads to Snowflake, Databricks or AWS Redshift
• Preferred: understanding of data privacy risks in generative AI and large language models, particularly PII leakage in training sets
• Preferred: 2+ years managing 9 to 18 month sales cycles with a structured method such as MEDDIC or MEDDICC, while engaging security, data, compliance, legal and procurement stakeholders at once
• The company will not sponsor new applicants for work authorization or provide any immigration support for this role, including H-1B, F-1 OPT, F-1 STEM OPT, F-1 CPT, J-1, TN, E-3 and O-1, or any other status that needs employer immigration support

Conditions

Base salary is $165,000 for this role whether you are remote or based in Richmond, VA. Pay in other locations follows that location's range, and the final offer letter sets the exact amount

Salaries for part-time work are prorated to the agreed hours

The role is eligible for performance-based incentive pay, which may include cash bonuses and or long-term incentives, and may be discretionary or non-discretionary depending on the plan

The position will accept applications for at least 5 business days

No agencies. The company is an equal opportunity employer, and it considers applicants with criminal records in line with applicable laws, including New York, San Francisco, New York City and Philadelphia rules

The company Financial comprises several entities: Canadian roles are for the company Canada, UK roles for the company Europe, and Philippines roles for the company Philippines Service Corp. (COPSSC)

Benefits

• Health, financial and other benefits, with eligibility depending on full or part-time status, exempt status and management level