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

Capital One • Richmond, VA

7d • Remote

About The Position

Capital One Software is seeking a Senior Manager of Enterprise SaaS Sales to help bring its Databolt vaultless tokenization platform to market. The role focuses on selling to global enterprises in heavily regulated industries, including financial services and healthcare, helping them secure sensitive data while enabling analytics, AI, and safe data sharing.

This is a strategic enterprise sales role involving long sales cycles, complex security reviews, and business cases that balance risk reduction with data enablement. The successful candidate will serve as a trusted advisor to C-level executives and complex buying groups, generate pipeline through personalized outbound and partner motions, and manage disciplined sales cycles from initial outreach through close and expansion. The position is remote and is eligible for performance-based incentive compensation in addition to the stated salary.

Requirements

• Bachelor’s degree or military experience.
• At least 3 years of experience in enterprise B2B software or technology sales.
• At least 1 year of experience selling data security or cloud security solutions, such as tokenization, encryption, data protection, secrets management, or identity 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 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 stacks and cloud migration journeys, such as migrating on-premises workloads to Snowflake, Databricks, or AWS Redshift.
• Understanding of data privacy challenges associated with generative AI and large language models, particularly PII 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

• Source, develop, and close ARR through new-logo acquisition and strategic account expansion.
• Build and execute multi-stakeholder sales strategies across security, data platform, compliance, legal, and procurement organizations.
• Lead technical proof-of-concept evaluations with defined 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 risk reduction and enablement outcomes, including PCI scope reduction, breach prevention, faster analytics, safe AI access, and compliant data sharing.
• Negotiate DPAs, security exhibits, BAAs, indemnities, and enterprise licensing terms.
• Develop land-and-expand strategies to grow deployments across business lines, environments, and use cases.
• Use cloud ecosystem and GSI partnerships to accelerate sales.
• Self-generate pipeline through strategic, personalized outbound and partner motions.
• Execute complex, multi-stakeholder sales cycles and act as a trusted advisor to customers and internal stakeholders.

Benefits

• Comprehensive 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