Senior Enterprise SaaS Sales Leader (Remote)

HITEC; Richmond (VA); Remote; USD 149,000 - 182,000; Full time

Job summary

Capital One Software is seeking a Senior Manager of Enterprise SaaS Sales to lead strategic, multi-month deals with Global 2000 clients. This remote role focuses on vaultless tokenization, data security, and complex security reviews, balancing risk reduction with data enablement across regulated industries.

You will build business cases, navigate multi-stakeholder buying centers, and self-generate pipeline while collaborating with partners like AWS and Snowflake.

Qualifications

• Bachelors Degree or military experience.
• At least 3 years in enterprise B2B software or technology sales (Financial Services, Healthcare, Insurance, Government).
• At least 1 year selling data security or cloud security solutions with navigating compliance frameworks (PCI-DSS, HIPAA, GDPR, SOC2).
• At least 2 years managing 9+ month sales cycles using structured methodologies (MEDDIC/MEDDICC).

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.
• Run disciplined proof of concept: lead technical evaluations with clear success criteria, tight timelines, and executive alignment.
• 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 and enablement outcomes.
• Negotiate complex contracts: navigate DPAs, security exhibits, BAAs, indemnities, and licensing terms.
• Drive expansion: develop land-and-expand strategies across lines of business and environments.
• Partner strategically: leverage cloud ecosystem relationships (AWS, Snowflake, Databricks) and GSI partnerships.

Skills

Enterprise B2B sales

Data security sales

MEDDIC/MEDDICC

Education

Bachelor's degree or military experience

Job description

Capital One Software is seeking a Senior Manager of Enterprise SaaS Sales to lead strategic, multi-month deals with Global 2000 clients. This remote role focuses on vaultless tokenization, data security, and complex security reviews, balancing risk reduction with data enablement across regulated industries.

You will build business cases, navigate multi-stakeholder buying centers, and self-generate pipeline while collaborating with partners like AWS and Snowflake.