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

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

Job summary

Capital One Software is hiring a Senior Manager of Enterprise SaaS Sales to drive end-to-end deals with global enterprises across regulated industries. You will source, develop, and close ARR, navigating security reviews and multi-stakeholder buying centers to balance risk reduction with data enablement.

You will lead strategic outbound, build trusted advisory relationships with CISOs and data leaders, and collaborate with product, tech, and partners to accelerate large-scale deployments in a

Qualifications

• Bachelor's degree or military experience is required.
• 3+ years in enterprise B2B software or technology sales (Financial Services, Healthcare, Insurance, Government).
• 1+ year selling data security or cloud security solutions (tokenization, encryption, data protection, IAM) including navigating compliance frameworks (PCI-DSS, HIPAA, GDPR, SOC2).
• 2+ years managing 9-18 month sales cycles using MEDDIC/MEDDICC while multi-threading across security, data, compliance, legal, and procurement.

Responsibilities

• Own enterprise deals end-to-end: source, develop, and close ARR through new logo acquisition and expansion.
• Navigate complex buying centers with multi-stakeholder strategies across security, data platform, compliance, legal, and procurement.
• Lead technical evaluations with clear success criteria and executive alignment to accelerate deals.
• Guide customers through security reviews, risk assessments, architecture reviews, and compliance validation (SOC2, ISO, PCI-DSS, HIPAA).
• Build compelling business cases quantifying value across risk reduction and enablement outcomes (PCI scope reduction, faster analytics, safe AI access).
• Negotiate DPAs, security exhibits, BAAs, indemnities, and enterprise licensing terms to close deals.
• Develop land-and-expand strategies to grow deployments across lines of business, environments, and use cases.
• Leverage cloud ecosystem relationships (AWS, Snowflake, Databricks) and GSI partnerships to accelerate deals.

Skills

Enterprise B2B software sales

Cloud security sales

Complex enterprise deals

MEDDIC/MEDDICC

Education

Bachelor's degree or military experience

Job description

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

Ever since our first credit card customer in 1994, Capital One has recognized that technology and data can enable even large companies to be innovative and personalized. As one of the first large enterprises to go all-in on the public cloud, Capital One needed to build cloud and data management tools that didn’t exist in the marketplace to enable us to operate at scale in the cloud. In 2022, we publicly announced Capital One Software and have since brought two of our B2B software solutions to market; Slingshot and Databolt. We are seeking an exceptional Enterprise Account Executive to join our scaling enterprise sales team. You will be joining a team of innovative product, tech, and design leaders that tirelessly seek to question the status quo.

As a Senior Manager of Enterprise SaaS Sales, you’ll have the opportunity to be on the forefront of building this business and bring these tools to market. You will be responsible for driving the full sales cycle for deals within heavily regulated industries such as Financial Services and Healthcare. In this role, you will help global enterprises address the critical challenge of securing sensitive data (PII, PHI, credit cards, credentials) while simultaneously enabling analytics, AI, and safe data sharing. You will be selling our vaultless tokenization platform, Databolt, which is already deployed at some of the world's most regulated companies. This is a strategic, not transactional, sales role. You will orchestrate long sales cycles (12-18 months), navigate complex security reviews, and build robust business cases that effectively balance risk reduction with data enablement. Success requires becoming a trusted advisor to C-level executives at Global 2000 companies and selling to complex buying centers including CISOs, Chief Data Officers, VP Data Engineering, Risk & Compliance, Legal, and Procurement teams. As part of this startup-style team within Capital One, you will be expected to self-generate pipeline through strategic, personalized outbound and partner motions, execute disciplined sales cycles from start to finish, and serve as a trusted advisor to both customers and internal stakeholders.

What You’ll Do

• 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

Success in this role is measured by net-new customers acquired, new ARR generated, and expansion within existing strategic accounts, supported by a healthy, self-generated pipeline and predictable execution of complex, multi-stakeholder deals.

Basic Qualifications

• 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)

Preferred Qualifications

• 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

Eligibility and Salary Information

At this time, Capital One will not sponsor a new applicant for employment authorization, or offer any immigration related support for this position (e.g. H1B, F-1 OPT, F-1 STEM OPT, F-1 CPT, J-1, TN, E-3, and O-1, or any other forms of work authorization that require immigration support from an employer).

Remote (Regardless of Location): $165,000 - $165,000 for Sr. Manager, SaaS Sales

Richmond, VA: $165,000 - $165,000 for Sr. Manager, SaaS Sales

Candidates hired to work in other locations will be subject to the pay range associated with that location, and the actual annualized salary amount offered to any candidate at the time of hire will be reflected solely in the candidate’s offer letter.

This role is also eligible to earn performance based incentive compensation, which may include cash bonus(es) and/or long term incentives (LTI). Incentives could be discretionary or non discretionary depending on the plan.

Benefits and Policy Statements

Capital One offers a comprehensive, competitive, and inclusive set of health, financial and other benefits that support your total well-being. Learn more at the Capital One Careers website. Eligibility varies based on full or part-time status, exempt or non-exempt status, and management level. This role is expected to accept applications for a minimum of 5 business days.

Capital One is an equal opportunity employer (EOE, including disability/vet) committed to non-discrimination in compliance with applicable federal, state, and local laws.

Capital One promotes a drug-free workplace.

Capital One will consider for employment qualified applicants with a criminal history in a manner consistent with the requirements of applicable laws regarding criminal background inquiries, including, to the extent applicable, Article 23-A of the New York Correction Law; San Francisco, California Police Code Article 49, Sections 4901-4920; New York City’s Fair Chance Act; Philadelphia’s Fair Criminal Records Screening Act; and other applicable federal, state, and local laws and regulations regarding criminal background inquiries.

All information you provide will be kept confidential and will be used only to the extent required to provide needed reasonable accommodations.

Capital One does not provide, endorse nor guarantee and is not liable for third-party products, services, educational tools or other information available through this site.

Capital One Financial is made up of several different entities. Please note that any position posted in Canada is for Capital One Canada, any position posted in the United Kingdom is for Capital One Europe and any position posted in the Philippines is for Capital One Philippines Service Corp. (COPSSC).

At Capital One, we’re building a leading information-based technology company. Still founder-led by Chairman and Chief Executive Officer Richard Fairbank, Capital One is on a mission to help our customers succeed by bringing ingenuity, simplicity, and humanity to banking. We measure our efforts by the success our customers enjoy and the advocacy they exhibit.