Senior Manager Enterprise SaaS Sales - Capital One Software (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 their destination. The Senior Manager of Enterprise SaaS Sales will be on the forefront of building this business and bringing these tools to market, joining a team of innovative product, tech, and design leaders who question the status quo. The role involves driving the full sales cycle for deals within heavily regulated industries like Financial Services and Healthcare, helping global enterprises secure sensitive data while enabling analytics, AI, and safe data sharing. The primary product is Databolt, a vaultless tokenization platform already deployed at regulated companies. This is a strategic sales role with long sales cycles (12-18 months), requiring navigation of complex security reviews and building business cases that balance risk reduction with data enablement. Success hinges on becoming a trusted advisor to C-level executives and selling to complex buying centers including CISOs, Chief Data Officers, VP Data Engineering, Risk & Compliance, Legal, and Procurement teams. As part of a startup-style team within Capital One, the individual will be expected to self-generate pipeline through strategic outbound and partner motions, execute disciplined sales cycles, and serve as a trusted advisor.

Requirements

• Bachelors Degree or military experience
• At least 3 years experience in enterprise B2B software or technology sales (for example: Financial Services, Healthcare, Insurance, Government)
• At least 1 year of experience selling data security or cloud 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 2 years of 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 providers, cloud data platforms or Global System Integrator (GSI) partners to develop pipeline and drive customer outcomes.
• Demonstrated ability to displace incumbent technology solutions and influence customers to adopt new approaches in complex enterprise 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
• 2+ 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

Benefits

• performance based incentive compensation, which may include cash bonus(es) and/or long term incentives (LTI)
• comprehensive, competitive, and inclusive set of health, financial and other benefits that support your total well-being

What This Job Offers

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