Description
We are seeking an exceptional Senior Manager of Enterprise SaaS Sales to join our scaling enterprise sales team at Capital One Software. You will be responsible for driving the full sales cycle for deals within heavily regulated industries such as Financial Services and Healthcare.
In this role, you will help global enterprises address the critical challenge of securing sensitive data while enabling analytics, AI, and safe data sharing. You will be selling our vaultless tokenization platform, Databolt, which is already deployed at some of the world's most regulated companies.
This is a strategic, not transactional, sales role. You will orchestrate long sales cycles, navigate complex security reviews, and build robust business cases that effectively balance risk reduction with data enablement. Success requires becoming a trusted advisor to C-level executives at Global 2000 companies and selling to complex buying centers.
Responsibilities:
- Own enterprise deals end-to-end: Source, develop, and close ARR through new logo acquisition and strategic expansion
- Navigate complex buying centers: Build and execute multi-stakeholder strategies across security, data platform, compliance, legal, and procurement organizations
- Run disciplined proof of concept: Lead technical evaluations with clear success criteria, tight timelines, and executive alignment to accelerate deals
- Master security reviews: Guide customers through vendor risk assessments, architecture reviews, penetration tests, and compliance validation
- Build compelling business cases: Quantify value across risk reduction and enablement outcomes
- Negotiate complex contracts: Navigate DPAs, security exhibits, BAAs, indemnities, and enterprise licensing terms to mutually beneficial close
- Drive expansion: Develop land-and-expand strategies that grow initial deployments across lines of business, environments, and use cases
- Partner strategically: Leverage cloud ecosystem relationships and GSI partnerships to accelerate deals
How You'll Make an Impact:
- Success in this role is measured by net-new customers acquired, new ARR generated, and expansion within existing strategic accounts, supported by a healthy, self-generated pipeline and predictable execution of complex, multi-stakeholder deals.
Basic Qualifications:
- Bachelor's Degree or military experience
- At least 3 years experience in enterprise B2B software or technology sales
- At least 1 year of experience selling data security or cloud security solutions
- At least 2 years of experience managing 9-month sales cycles using structured methodologies
Preferred Qualifications:
- Experience selling hybrid deployment models
- Experience co-selling with cloud providers, cloud data platforms or Global System Integrator (GSI) partners
- Demonstrated ability to displace incumbent technology solutions and influence customers to adopt new approaches
- Ability to understand modern data stack and cloud migration journeys
- Demonstrated understanding of data privacy challenges associated with Generative AI and Large Language Models
- 2+ years experience managing 9-18 month sales cycles using structured methodologies
Benefits:
- Comprehensive, competitive, and inclusive set of health, financial and other benefits that support your total well-being