Senior Director, 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 built cloud and data management tools that didn’t exist in the marketplace to operate at scale. In 2022, we publicly announced Capital One Software and have since brought two of our B2B software solutions to market: Slingshot and Databolt.
The Role
We are seeking an elite, Senior Director-level Individual Contributor to join our pioneering team. This is a role for a true hunter—someone who thrives on the challenge of greenfield territory and possesses the gravitas to command the room at the highest levels of the Global 2000.
As a Senior Director, you are not just a salesperson; you are a peer to the CIOs and CDOs of the world’s most complex organizations. You will be responsible for driving high-velocity, high-stakes sales cycles for deals with an Annual Contract Value (ACV) of $1M+, specifically within heavily regulated industries where security and compliance are paramount.
Who You Are
You are a seasoned operator with a "CEO of your territory" mindset. You have spent the last decade+ building authentic, high-trust relationships with the C-Suite—specifically CDOs, CTOs, CISOs, and CDAIOs.
- The Seven-Figure Club: You have a documented history of closing $1M+ individual deals. You understand that enterprise sales is a marathon of strategic alignment, not a sprint of transactional features.
- The Network:** **You don't need a map to find the decision-makers; they are already in your contact list. You can secure a meeting with a CDAIO because they value your perspective on the industry.
- The Craft:** **You excel at "Value Engineering." You can translate complex technical capabilities into business outcomes that justify massive capital expenditures.
What You’ll Do
- Orchestrate the Win: Lead cross-functional pursuit teams (Solutions Architects, Legal, Exec Leadership) to bring massive deals across the finish line.
- Strategic Mapping: Identify the "unmet need" within global accounts and align our roadmap to their 3-year transformation goals.
- Land & Expand:** **While your focus is high-ACV new business, you know how to architect deals that provide a foundation for 10x growth within an account.
- Advocate:** **Act as a critical feedback loop for our Product and Engineering teams, representing the voice of the world’s most sophisticated buyers.
How You'll Make an Impact
Success is measured by your ability to secure "anchor" tenants for Capital One Software, landing $1M+ new logo deals and expanding them into multi-million dollar partnerships through hunting and sophisticated relationship management.
Basic Qualifications:
- Bachelor’s Degree or military experience
- At least 10 years of experience in enterprise software sales selling to Chief Technology Officers (CTO) or Chief Data Officers (CDO)
- At least 7 years of experience closing one million or higher Annual Contract Value (ACV) deals within regulated industries (for example: Financial Services, Healthcare, Insurance)
- At least 7 years of experience acquiring new logo businesses in the Global 2000
- At least 5 years of experience selling data security solutions (for example: tokenization, encryption, Identity Access Management (IAM)) while working through regulatory frameworks (for example: Payment Card Industry Data Security Standard (PCI-DSS), Health Insurance Portability and Accountability Act (HIPAA), General Data Protection Regulation (GDPR))
Preferred Qualifications:
- Demonstrated ability to act as a trusted advisor to C-level executives ( for example: CIO, CISO, CDO)
- Experience selling hybrid deployment models and navigating data residency requirements
- Ability to understand cloud migration journeys to Snowflake, Databricks, or AWS
- Demonstrated knowledge of the data privacy challenges associated with Generative AI and PII leakage
- Experience of MEDDICC or equivalent structured sales methodologies for managing 12-18 month cycles
- Demonstrated experience being able to have architectural discussion with a CISO or a Head of Data Science
At this time, Capital One will not sponsor a new applicant for employment authorization for this position.
The minimum and maximum full-time annual salaries for this role are listed below, by location. Please note that this salary information is solely for candidates hired to perform work within one of these locations, and refers to the amount Capital One is willing to pay at the time of this posting. Salaries for part-time roles will be prorated based upon the agreed upon number of hours to be regularly worked.
Remote (Regardless of Location): $270,000 - $270,000 for Sr. Director, SaaS Sales
Richmond, VA: $270,000 - $270,000 for Sr. Director, 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.
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.
No agencies please. 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.
If you have visited our website in search of information on employment opportunities or to apply for a position, and you require an accommodation, please contact Capital One Recruiting at 1-800-304-9102 or via email at RecruitingAccommodation@capitalone.com. All information you provide will be kept confidential and will be used only to the extent required to provide needed reasonable accommodations.
For technical support or questions about Capital One's recruiting process, please send an email to Careers@capitalone.com
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).