Enterprise Account Director, Capital One Software (Data Security) (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 needed to build cloud and data management tools that didnt exist in the marketplace to enable us to operate at scale in the 2022 we publicly announced Capital One Software and have since brought two of our B2B software solutions to market; Slingshot and Databolt.

We are seeking top tier talent to join our pioneering team and propel us towards our destination. You will be joining a team of innovative product tech and design leaders that tirelessly seek to question the status quo. As a Enterprise Account Directoryoull have the opportunity to be on the forefront of building this business and bring these tools to market.

Who we are searching for
We are seeking an exceptional Enterprise Account Executive to join our scaling enterprise sales team. You will be responsible for driving the full sales cycle for deals with an Annual Contract Value (ACV) of $1M 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 (PII PHI credit cards credentials) while simultaneously enabling analytics AI and safe data sharing. You will be selling our vaultless tokenization platform Databolt which is already deployed at some of the worlds most regulated companies.

This is a strategic not transactional sales role. You will orchestrate long sales cycles (12-18 months) 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 including CISOs Chief Data Officers VP Data Engineering Risk & Compliance Legal and Procurement teams.

As part of this startup-style team within Capital One you will be expected to self-generate pipeline through strategic personalized outbound and partner motions execute disciplined sales cycles from start to finish and serve as a trusted advisor to both customers and internal stakeholders.

What Youll Do

• 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 (SOC2 ISO PCI-DSS HIPAA)

• Build compelling business cases: Quantify value across risk reduction (PCI scope reduction breach prevention) and enablement outcomes (faster analytics safe AI access compliant data sharing)

• 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 (AWS Snowflake Databricks etc.) and GSI partnerships to accelerate deals

How youll 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:

• Bachelors Degree or military experience

• At least 5 years experience in enterprise sales closing annual contract values of at least one million dollars in regulated industries (for example: Financial Services Healthcare Insurance Government)

• At least 3 years experience selling data security solutions (for example: tokenization encryption data protection secrets management or identity access management) including navigating compliance frameworks (for example: PCI-DSS HIPAA GDPR SOC2)

• At least 3 years experience managing at least 9 month sales cycles using structured methodologies (for example: MEDDIC MEDDICC)

Preferred Qualifications:

• Experience selling hybrid deployment models (SaaS customer environment) including navigating data residency and security control requirements

• Experience co-selling with cloud data platforms or Global System Integrator (GSI) partners with established relationships that can accelerate pipeline

• Demonstrated ability displacing entrenched security vendors or winning against do nothing in long sales cycles

• Ability to understand modern data stack and cloud migration journeys (For example: migrating on-prem workloads to Snowflake Databricks or AWS Redshift).

• Demonstrated understanding of data privacy challenges associated with Generative AI and Large Language Models (LLMs) specifically regarding Personally Identifiable Information (PII) leakage in training sets

• 4 years experience managing 9-18 month sales cycles using structured methodologies (such as: MEDDIC/MEDDICC or equivalent) while multi-threading across security data compliance legal and procurement stakeholders

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.

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 candidates offer letter.

Capital One offers a comprehensive competitive and inclusive set of health financial and other benefits that support your total well-being. Learn more at theCapital One Careers website. Eligibility varies based on full or part-time status exempt or non-exempt status and management level.

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- or via email at . All information you provide will be kept confidential and will be used only to the extent required to provide needed reasonable accommodations.

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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).