Senior Director, Enterprise SaaS Sales

This is a fully remote position, open to applicants in Virginia.

📋 Description

• Drive high-velocity, high-stakes enterprise software sales cycles for deals exceeding $1M in Annual Contract Value (ACV) within heavily regulated industries.

• Establish and uphold high-trust relationships with Chief Data Officers (CDOs), Chief Technology Officers (CTOs), Chief Information Security Officers (CISOs), and Chief Data and Artificial Intelligence Officers (CDAIOs).

• Lead cross-functional teams focused on pursuit, which include Solutions Architects, Legal teams, and Executive Leadership.

• Identify unmet needs within global accounts and align the product roadmap with three-year transformation objectives.

• Design high-ACV new-business agreements that lay the groundwork for tenfold account growth.

• Serve as a feedback loop for Product and Engineering teams, advocating for the needs of sophisticated buyers.

• Secure new-logo deals valued at over $1M and expand them into multi-million-dollar partnerships.

⛳️ Requirements

• Bachelor’s Degree or equivalent military experience.

• A minimum of 10 years in enterprise software sales targeting Chief Technology Officers (CTOs) or Chief Data Officers (CDOs).

• At least 7 years of experience in closing deals with an ACV of $1M or more in regulated industries.

• Minimum of 7 years in acquiring new logo businesses within the Global 2000.

• A minimum of 5 years experience selling data security solutions, such as tokenization, encryption, or Identity Access Management (IAM), while navigating regulatory frameworks including PCI-DSS, HIPAA, or GDPR.

• Proven ability to serve as a trusted advisor to C-level executives.

• Experience in selling hybrid deployment models and managing data residency requirements.

• Capability to comprehend cloud migration journeys to platforms like Snowflake, Databricks, or AWS.

• Understanding of data privacy challenges related to Generative AI and the risk of Personally Identifiable Information (PII) leakage.

• Familiarity with MEDDICC or similar structured sales methodologies for managing sales cycles of 12 to 18 months.

• Experience engaging in architectural discussions with a CISO or Head of Data Science.

• Must not require employer-sponsored immigration support; Capital One will not provide employment authorization sponsorship for new applicants.

🏝️ Benefits

• Performance-based incentive compensation, which may encompass cash bonuses and/or long-term incentives (LTI).

• A comprehensive, competitive, and inclusive suite of health, financial, and additional benefits promoting total well-being.

• An equal opportunity employer dedicated to non-discrimination.

• Reasonable accommodations available for applicants who need them.