Senior Manager, Enterprise SaaS Sales

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

📋 Description

• Manage the entire sales process for enterprise transactions in highly regulated sectors such as Financial Services and Healthcare.

• Take ownership of enterprise agreements from start to finish, identifying, nurturing, and finalizing Annual Recurring Revenue (ARR) through new client acquisition and strategic growth.

• Develop and implement strategies that involve multiple stakeholders across security, data platforms, compliance, legal, and procurement teams.

• Conduct technical proof-of-concept assessments with well-defined success criteria, strict timelines, and alignment at the executive level.

• Assist customers in navigating vendor risk assessments, architecture evaluations, penetration testing, and compliance checks.

• Create business cases that quantify risk reduction and enablement results.

• Negotiate Data Processing Agreements (DPAs), security addendums, Business Associate Agreements (BAAs), indemnities, and terms for enterprise licensing.

• Formulate land-and-expand strategies across various business lines, environments, and use cases.

• Utilize partnerships with AWS, Snowflake, Databricks, and Global System Integrators (GSI) to expedite transactions.

• Proactively generate sales leads through strategic outbound efforts and partnerships.

• Act as a trusted advisor to C-level executives and internal stakeholders.

• Achieve net-new customer acquisition, new ARR, strategic account growth, a robust self-generated pipeline, and reliable execution of complex sales transactions.

⛳️ Requirements

• Bachelor's degree or military experience is required.

• Minimum of 3 years in enterprise B2B software or technology sales is essential.

• At least 1 year of experience in selling data security or cloud security solutions is necessary.

• Familiarity with compliance frameworks such as PCI-DSS, HIPAA, GDPR, and SOC2 is important.

• A minimum of 2 years of experience managing sales cycles of at least 9 months using structured methodologies like MEDDIC or MEDDICC is required.

• Experience in selling hybrid deployment models, addressing data residency and security control requirements is preferred.

• Experience co-selling with cloud service providers, cloud data platforms, or GSI partners is preferred.

• Ability to replace existing technology solutions and influence customers during complex enterprise sales cycles is preferred.

• Understanding of modern data architectures and cloud migration processes is preferred.

• Awareness of data privacy issues related to Generative AI and LLMs, particularly concerning PII leakage in training sets is preferred.

• Over 2 years of experience managing sales cycles of 9–18 months using structured methodologies while engaging multiple stakeholders across security, data, compliance, legal, and procurement is preferred.

• Capital One will not sponsor new applicants for employment authorization or provide immigration-related assistance.

🏝️ Benefits

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

• A comprehensive, competitive, and inclusive package of health, financial, and additional benefits aimed at supporting overall well-being.

• Reasonable accommodations will be provided for applicants who require them.