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

Capital One • Richmond, VA

6d • Remote

About The Position

Capital One Software is seeking a Senior Manager of Enterprise SaaS Sales to help grow its enterprise sales team and bring its B2B software products to market. The role focuses on selling Databolt, a vaultless tokenization platform, to global enterprises in heavily regulated industries, including financial services and healthcare. The solution helps organizations secure sensitive data such as personally identifiable information, health information, payment card data, and credentials while enabling analytics, AI, and safe data sharing.

This is a strategic enterprise sales role involving long sales cycles, complex security reviews, and sophisticated business cases. The Senior Manager will build trusted-advisor relationships with C-level executives and navigate buying groups that may include CISOs, Chief Data Officers, data engineering leaders, risk and compliance teams, legal, and procurement. The role requires self-generated pipeline, disciplined execution throughout the sales cycle, and collaboration with customers and internal stakeholders.

Success is measured by new customers acquired, new ARR generated, expansion within strategic accounts, a healthy self-generated pipeline, and predictable execution of complex deals. The position is remote. The listed annual salary is $165,000, and the role is also eligible for performance-based incentive compensation, which may include cash bonuses and/or long-term incentives.

Requirements

• Bachelor's degree or military experience.
• At least 3 years of experience in enterprise B2B software or technology sales, for example in financial services, healthcare, insurance, or government.
• At least 1 year of experience selling data security or cloud security solutions, such as tokenization, encryption, data protection, secrets management, or identity and access management, including navigating compliance frameworks such as PCI-DSS, HIPAA, GDPR, or SOC 2.
• At least 2 years of experience managing sales cycles of at least 9 months using structured methodologies such as MEDDIC or MEDDICC.

Nice To Haves

• Experience selling hybrid deployment models combining SaaS and customer environments, including navigating data residency and security control requirements.
• Experience co-selling with cloud providers, cloud data platforms, or Global System Integrator partners to develop pipeline and drive customer outcomes.
• Demonstrated ability to displace incumbent technology and influence customers to adopt new approaches in complex enterprise sales cycles.
• Ability to understand modern data stacks and cloud migration journeys, such as migrating on-premises workloads to Snowflake, Databricks, or AWS Redshift.
• Demonstrated understanding of data privacy challenges associated with generative AI and large language models, particularly personally identifiable information leakage in training sets.
• At least 2 years of experience managing 9–18 month sales cycles using structured methodologies such as MEDDIC, MEDDICC, or equivalent while engaging security, data, compliance, legal, and procurement stakeholders.

Responsibilities

• Own enterprise deals end to end, sourcing, developing, and closing ARR through new customer acquisition and strategic expansion.
• Build and execute multi-stakeholder sales strategies across security, data platform, compliance, legal, and procurement organizations.
• Lead technical proofs of concept with clear success criteria, timelines, and executive alignment.
• Guide customers through vendor risk assessments, architecture reviews, penetration tests, and compliance validation, including SOC 2, ISO, PCI-DSS, and HIPAA.
• Develop business cases that quantify value from risk reduction and data enablement.
• Negotiate complex contracts, including data processing agreements, security exhibits, business associate agreements, indemnities, and enterprise licensing terms.
• Develop land-and-expand strategies to grow deployments across business lines, environments, and use cases.
• Leverage cloud ecosystem relationships, including AWS, Snowflake, and Databricks, and GSI partnerships to accelerate deals.
• Self-generate pipeline through strategic, personalized outbound and partner motions.
• Serve as a trusted advisor to customers and internal stakeholders.

Benefits

• Comprehensive, competitive, and inclusive health, financial, and other benefits supporting total well-being.
• 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