Sr Manager, Sales Operations & Enablement

Capital One; New York (NY); On-site; USD 219,000 - 249,900; Full time

Benefits offered by this job

Competitive health benefits

Performance-based incentive compensation

Job summary

Capital One is seeking a strategic Senior Manager of Sales Operations & Enablement in New York, NY. You will define and standardize the commercial lifecycle, owning Salesforce business design, and creating a unified sales incentive framework.

The ideal candidate should possess a Bachelor's Degree with a proven record in sales operations and a strong understanding of Salesforce. This position also offers competitive benefits and performance-based incentives.

Qualifications

• 6+ years of sales operations or process management experience.
• Proven track record of automating sales operations models.
• Ability to translate business requirements into technical Salesforce architectures.

Responsibilities

• Lead the strategic evolution of the commercial lifecycle.
• Design and implement organizational playbooks and frameworks.
• Develop executive dashboards showing pipeline dynamics and ROI.

Skills

Transition Architect

System Thinker

Collaborative Influencer

Education

Bachelor's Degree

Master's or MBA degree

Tools

Salesforce

Jira

Looker

Job description

Sr Manager, Sales Operations & Enablement

Capital One Travel is entering a new era of scale. To accelerate this growth, we are seeking a strategic, data‑driven Senior Manager of Sales Operations & Enablement to architect and execute our commercial "operating system." The core mandate is to design and implement the foundational infrastructure, playbooks, and incentive structures that allow our supply teams to scale contracted margin, traveler value, and supplier marketing spend.

What You’ll Do

In this role, you will lead the strategic evolution of our commercial lifecycle across four core pillars.

1. Commercial Lifecycle & Playbook Architecture

• Define the Sales Engine: Map, document, and standardize the end‑to‑end commercial lifecycle, ensuring crisp stages and seamless hand‑offs across compliance, legal, finance, product, customer service, and marketing.
• Standardize Complex Streams: Establish repeatable playbooks for diverse revenue and value streams including margin expansion, supplier‑funded discounts, marketing campaigns, sponsored listings, and renewal strategies.
• Drive Institutional Clarity: Eliminate ambiguity by introducing clear functional accountability at every stage of the partner pipeline.

2. Tooling Evolution & Salesforce Business Design

• Product Manage our Stack: Own the business design of Salesforce and supporting commercial tools, ensuring systems are built around real‑world workflows.
• Partner with Engineering: Collaborate with an Individual Contributor Salesforce Product Manager/Admin to engineer highly automated workflows that reduce manual burden and adhere to Capital One’s risk and compliance boundaries.
• Build a Single Source of Truth: Orchestrate deep integrations between Salesforce, internal operations systems (Jira), and Business Intelligence tools (Looker) to centralize accounts, opportunities, contracts, and campaigns.

3. Incentives & Governance Framework

• Motivate with Intent: Design, implement, and govern a coherent, unified sales incentive framework that aligns supply teams with core business priorities.
• Automate & Validate: Tie compensation directly to verified data structures within Salesforce and Looker, removing manual spreadsheet tracking and ensuring maximum transparency.

4. Data‑Driven Enablement & Leadership Strategy

• Empower Commercial Leaders: Partner with Analytics to develop executive dashboards showcasing pipeline dynamics, win rates, margin yield trends, and marketing ROI.
• Prove Financial Impact: Standardize how we measure and report the tangible value delivered by the commercial team, including cost savings from disputes and debit memos.
• Equip Sellers for Enterprise Success: Deliver the materials, competitive insights, and localized plays needed by sales teams to capture premium traveler value and win enterprise‑level partnerships.

What We’re Looking For

• Transition Architect: Proven track record of moving teams from manual, ad‑hoc processes to highly structured, automated sales operations models.
• System Thinker: Ability to translate business requirements into scalable technical Salesforce architectures.
• Collaborative Influencer: Skill in navigating matrixed organizations and building alignment between teams such as Legal, Compliance, Finance, and fast‑moving Sales.

Qualifications

Basic Qualifications

• Bachelor’s Degree or equivalent military experience.
• At least 6 years of sales operations or process management experience.

Preferred Qualifications

• Master’s or MBA degree.
• 5+ years of Salesforce experience.

Compensation

• Chicago, IL: $182,500 – $208,300
• McLean, VA: $200,700 – $229,100
• New York, NY: $219,000 – $249,900
• Richmond, VA: $182,500 – $208,300

Benefits

• Competitive health, financial, and other benefits to support your overall well‑being.
• Eligibility and benefit coverage vary by full or part‑time status, exempt or non‑exempt status, and management level.
• Eligible for performance‑based incentive compensation, including cash bonuses and/or long‑term incentives.

Equal Opportunity & Anti-Discrimination

Capital One is an equal opportunity employer (EOE, including disability/veteran). We are committed to non‑discrimination in compliance with all applicable federal, state, and local laws. Capital One promotes a drug‑free workplace. We consider qualified applicants with a criminal history in a manner consistent with applicable laws regarding background inquiries.