Senior Director, Enterprise SaaS Sales - Capital One Software (Remote)

Capital One • Richmond, VA

1d • Remote

About The Position

Capital One Software is seeking a Senior Director-level individual contributor to lead enterprise SaaS sales. The role is focused on hunting for new business in greenfield territories and building high-trust relationships with senior executives at Global 2000 organizations, particularly in heavily regulated industries. The successful candidate will drive high-stakes sales cycles for deals with an annual contract value of $1 million or more and serve as a trusted peer and advisor to executives such as CIOs, CDOs, CTOs, CISOs, and CDAIOs.

The Senior Director will lead cross-functional pursuit teams, identify unmet needs in global accounts, align Capital One Software’s roadmap with customers’ long-term transformation goals, and structure initial deals to support significant account growth. The role also represents sophisticated buyers’ perspectives to Product and Engineering teams. Success is measured by securing $1 million-plus new-logo deals and growing them into multi-million-dollar partnerships.

Requirements

• Bachelor’s degree or military experience.
• At least 10 years of enterprise software sales experience selling to Chief Technology Officers or Chief Data Officers.
• At least 7 years of experience closing deals with an annual contract value of $1 million or more in regulated industries, such as financial services, healthcare, or insurance.
• At least 7 years of experience acquiring new-logo businesses in the Global 2000.
• At least 5 years of experience selling data security solutions, such as tokenization, encryption, or IAM, while navigating regulatory frameworks such as PCI-DSS, HIPAA, or GDPR.

Nice To Haves

• Demonstrated ability to act as a trusted advisor to C-level executives, such as CIOs, CISOs, and CDOs.
• Experience selling hybrid deployment models and navigating data residency requirements.
• Ability to understand cloud migration journeys to Snowflake, Databricks, or AWS.
• Knowledge of data privacy challenges associated with Generative AI and PII leakage.
• Experience with MEDDICC or an equivalent structured sales methodology for managing 12–18-month sales cycles.
• Experience conducting architectural discussions with a CISO or Head of Data Science.

Responsibilities

• Lead cross-functional pursuit teams, including Solutions Architects, Legal, and executive leadership, to close large deals.
• Identify unmet needs within global accounts and align the product roadmap with customers’ three-year transformation goals.
• Win high-annual-contract-value new business and structure deals to support substantial account expansion.
• Represent sophisticated buyers’ needs and provide feedback to Product and Engineering teams.
• Secure $1 million-plus new-logo deals and expand them into multi-million-dollar partnerships through hunting and relationship management.

Benefits

• Comprehensive, competitive, and inclusive health, financial, and other benefits supporting total well-being.
• Eligibility for performance-based incentive compensation, which may include cash bonuses and/or long-term incentives.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior