Senior Manager, Enterprise SaaS Sales

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

📋 Description

• Lead the entire sales cycle for enterprise B2B software transactions in highly regulated sectors such as Financial Services and Healthcare.

• Assist global enterprises in safeguarding sensitive data while facilitating analytics, AI, and secure data sharing.

• Promote Databolt, Capital One Software’s vaultless tokenization platform.

• Act as a trusted advisor to C-level executives and complex purchasing groups.

• Generate a self-sustaining pipeline through strategic, personalized outreach and collaborations with partners.

• Oversee enterprise deals from start to finish, sourcing, developing, and securing ARR through new customer acquisition and strategic growth.

• Create and implement multi-stakeholder strategies across security, data platforms, compliance, legal, and procurement teams.

• Lead technical proof-of-concept evaluations with well-defined success criteria, strict timelines, and alignment with executives.

• Assist clients in navigating vendor risk assessments, architecture evaluations, penetration tests, and compliance validations.

• Measure business value through risk reduction and data enablement outcomes.

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

• 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 deal closure.

• Deliver new customers, generate new ARR, expand strategic accounts, maintain a healthy self-generated pipeline, and ensure predictable execution.

⛳️ Requirements

• Bachelor's Degree or military experience.

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

• At least 1 year of experience in selling data security or cloud security solutions, including familiarity with compliance frameworks such as PCI-DSS, HIPAA, GDPR, and SOC2.

• A minimum of 2 years managing sales cycles lasting 9 months or more using structured methodologies such as MEDDIC or MEDDICC.

• Experience with hybrid deployment models, including addressing data residency and security control requirements.

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

• Capability to displace existing technology solutions and persuade customers to embrace new approaches.

• Understanding of modern data stacks and cloud migration processes.

• Awareness of data privacy issues linked to Generative AI and LLMs, particularly concerning PII leakage in training datasets.

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

• Capital One will not sponsor a new applicant for employment authorization for this position.

🏝️ Benefits

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

• Comprehensive, competitive, and inclusive health, financial, and other benefits that support overall well-being.

• Reasonable accommodations for qualified applicants.