Enterprise Account Director, Capital One Software (Data Security) (Remote)

Capital One•Richmond, VA

2d•Remote

About The Position

Capital One Software is seeking top-tier talent to join its pioneering team and propel its B2B software solutions, Slingshot and Databolt, towards market success. As an Enterprise Account Director, you will be on the forefront of building this business and bringing these tools to market. You will be joining a team of innovative product, tech, and design leaders who tirelessly seek to question the status quo. This role is responsible for driving the full sales cycle for deals with an Annual Contract Value (ACV) of $1M+ within heavily regulated industries such as Financial Services and Healthcare. You will help global enterprises address the critical challenge of securing sensitive data (PII, PHI, credit cards, credentials) while simultaneously enabling analytics, AI, and safe data sharing. You will be selling our vaultless tokenization platform, Databolt, which is already deployed at some of the world's most regulated companies. This is a strategic, not transactional, sales role. You will orchestrate long sales cycles (12-18 months), navigate complex security reviews, and build robust business cases that effectively balance risk reduction with data enablement. Success requires becoming a trusted advisor to C-level executives at Global 2000 companies and selling to complex buying centers including CISOs, Chief Data Officers, VP Data Engineering, Risk & Compliance, Legal, and Procurement teams. As part of this startup-style team within Capital One, you will be expected to self-generate pipeline through strategic, personalized outbound and partner motions, execute disciplined sales cycles from start to finish, and serve as a trusted advisor to both customers and internal stakeholders.

Requirements

Bachelors Degree or military experience
At least 5 years experience in enterprise sales closing annual contract values of at least one million dollars in regulated industries (for example: Financial Services, Healthcare, Insurance, Government)
At least 3 years experience selling data security solutions (for example: tokenization, encryption, data protection, secrets management, or identity access management) including navigating compliance frameworks (for example: PCI-DSS, HIPAA, GDPR, SOC2)
At least 3 years experience managing at least 9 month sales cycles using structured methodologies (for example: MEDDIC, MEDDICC)

Nice To Haves

Experience selling hybrid deployment models (SaaS + customer environment) including navigating data residency and security control requirements
Experience co-selling with cloud data platforms or Global System Integrator (GSI) partners with established relationships that can accelerate pipeline
Demonstrated ability displacing entrenched security vendors or winning against “do nothing” in long sales cycles
Ability to understand modern data stack and cloud migration journeys (For example: migrating on-prem workloads to Snowflake, Databricks, or AWS Redshift).
Demonstrated understanding of data privacy challenges associated with Generative AI and Large Language Models (LLMs), specifically regarding Personally Identifiable Information (PII) leakage in training sets
4+ years experience managing 9-18 month sales cycles using structured methodologies (such as: MEDDIC/MEDDICC or equivalent) while multi-threading across security, data, compliance, legal, and procurement stakeholders

Responsibilities

Own enterprise deals end-to-end: Source, develop, and close ARR through new logo acquisition and strategic expansion
Navigate complex buying centers: Build and execute multi-stakeholder strategies across security, data platform, compliance, legal, and procurement organizations
Run disciplined proof of concept: Lead technical evaluations with clear success criteria, tight timelines, and executive alignment to accelerate deals
Master security reviews: Guide customers through vendor risk assessments, architecture reviews, penetration tests, and compliance validation (SOC2, ISO, PCI-DSS, HIPAA)
Build compelling business cases: Quantify value across risk reduction (PCI scope reduction, breach prevention) and enablement outcomes (faster analytics, safe AI access, compliant data sharing)
Negotiate complex contracts: Navigate DPAs, security exhibits, BAAs, indemnities, and enterprise licensing terms to mutually beneficial close
Drive expansion: Develop land-and-expand strategies that grow initial deployments across lines of business, environments, and use cases
Partner strategically: Leverage cloud ecosystem relationships (AWS, Snowflake, Databricks, etc.) and GSI partnerships to accelerate deals