[Hiring] Senior Director, Enterprise SaaS Sales @Capital One

Role Description

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.
• 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.
• 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.
• You excel at "Value Engineering," translating complex technical capabilities into business outcomes that justify massive capital expenditures.

What You’ll Do

• Lead cross-functional pursuit teams (Solutions Architects, Legal, Exec Leadership) to bring massive deals across the finish line.
• Identify the "unmet need" within global accounts and align our roadmap to their 3-year transformation goals.
• While your focus is high-ACV new business, you know how to architect deals that provide a foundation for 10x growth within an account.
• 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.

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 discussions with a CISO or a Head of Data Science.

Requirements

At this time, Capital One will not sponsor a new applicant for employment authorization for this position.

Benefits

• This role is eligible to earn performance-based incentive compensation, which may include cash bonus(es) and/or long-term incentives (LTI).
• Capital One offers a comprehensive, competitive, and inclusive set of health, financial and other benefits that support your total well-being.