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

Capital One is seeking a Senior Manager of Enterprise SaaS Sales to help build and expand its Capital One Software business. The role owns the full enterprise sales cycle for Databolt, including pipeline generation, technical evaluations, security reviews, business case development, contract negotiation, and strategic account expansion. The position focuses on selling data security and cloud security solutions to complex, regulated enterprise customers.

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

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)
• At this time, Capital One will not sponsor a new applicant for employment authorization for this position.
• • 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