Sr Manager, Sales Operations & Enablement
Capital One Travel is entering a new era of scale. As we transition our core systems to internal infrastructure, we are moving fast to build a world-class travel ecosystem. 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."
Your 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. You will bridge the gap between "scrappy startup" execution and robust enterprise operations, ensuring our teams can drive massive commercial impact in a compliant, scalable, and highly repeatable way.
What You’ll Do
In this role, you will lead the strategic evolution of our commercial lifecycle. You will focus your impact 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. Ensure our systems are designed around real-world workflows rather than forcing teams to adapt to rigid tools.
- Partner with Engineering: Collaborate with an Individual Contributor (IC) Salesforce Product Manager/Admin to engineer highly automated workflows that reduce manual burden, eliminate administrative friction for sellers, and adhere strictly 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 (contracted margin, marketing fund utilization, and cost savings).
- Automate & Validate: Tie compensation directly to verified data structures within Salesforce and Looker, removing the manual spreadsheet tracking burden from sales managers and finance partners while 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) to defend and expand future organizational investment.
- 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
- The Transition Architect: You have a proven track record of moving teams from manual, ad-hoc processes to highly structured, automated sales operations models.
- The System Thinker: You understand how to translate business requirements into technical Salesforce architectures that scale.
- The Collaborative Influencer: You easily navigate matrixed organizations, building alignment between highly contrasting teams like Legal, Compliance, Finance, and fast-moving Sales organizations.
Basic Qualifications
- Bachelor’s Degree or Military experience
- At least 6 years of sales operations or process management experience
Preferred Qualifications
- Masters or MBA degree
- 5+ years of Salesforce experience
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.
Chicago, IL: $182,500 - $208,300 for Sr. Mgr, Business Development
McLean, VA: $200,700 - $229,100 for Sr. Mgr, Business Development
New York, NY: $219,000 - $249,900 for Sr. Mgr, Business Development
Richmond, VA: $182,500 - $208,300 for Sr. Mgr, Business Development
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.
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For technical support or questions about Capital One's recruiting process, please send an email to Careers@capitalone.com
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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).