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Capital One · 1 month ago

Account Executive - Capital One Software (Enterprise Data & Security SaaS) - (Remote)

United States

Full-time

Remote

Mid, Senior Level

$120K/yr - $165K/yr

3+ years exp

Capital One is a leading financial services company that has embraced technology and data to innovate. They are seeking an Enterprise Account Executive to drive revenue growth by selling data management solutions to large enterprises, engaging with senior leaders in data, engineering, and security.

BankingCredit CardsFinanceFinancial Services

Comp. & Benefits

No H1B

Responsibilities

Proactively generate and progress pipeline through targeted, personalized outreach (email, phone, LinkedIn, events) and partner motions

Build and execute strategic account plans for high-value targets; identify and engage multi-threaded buying groups across data, engineering, security, finance, and procurement

Lead high-quality discovery to understand each customer’s data, cloud, and security challenges and translate them into clear use cases and value hypotheses

Collaborate with Solutions Architects and Product experts to design and deliver compelling demos, POVs/pilots, and business cases tailored to each account

Own the full sales cycle from initial meeting through close, including security assessments, legal review, InfoSec, and procurement

Anticipate and remove impediments in the sales process; coordinate and escalate with internal stakeholders when needed to keep deals moving

Negotiate commercial terms, pricing, and multi-year agreements in a way that balances customer value and Capital One Software’s growth objectives

Partner closely with Product, Engineering, Solutions Architecture, Customer Success, RevOps and Marketing to shape customer narratives and ensure a smooth handoff from sale to implementation

Provide structured feedback from the field on market trends, competitive dynamics, and customer needs to influence roadmap and go-to-market decisions

Maintain an accurate, up-to-date pipeline and forecast in Salesforce.com, with clean activity logs, stakeholder maps, and opportunity notes

Leverage the modern sales stack (sequencing, enrichment, intent, and analytics tools) to prioritize outreach, test messaging, and continuously improve performance

Qualification

B2B sales experienceData security knowledgeCloud ecosystem exposureSalesforce proficiencyPipeline generationNegotiation skillsCollaboration skillsCommunication skills

Required

High School Diploma, GED, or equivalent certification

At least 3 years of B2B sales experience with full-cycle responsibility (prospecting through close)

Preferred

5+ years of B2B sales experience with full-cycle responsibility (prospecting through close), selling into technical or data-oriented buyers (Data Engineering, Analytics, IT, Security, Cloud/Platform teams) at enterprise scale

Exposure to modern data platforms and cloud ecosystems (e.g., Snowflake, Databricks, Redshift, BigQuery, and/or major cloud services such as AWS, Azure, GCP)

Familiarity with core concepts in data security and cloud cost and performance optimization

Consistent track record of attaining or exceeding quota while leading complex, multi-threaded opportunities (including security, legal, and procurement reviews)

Proven ability to self-generate a meaningful portion of pipeline via targeted outbound and ecosystem/partner motions, not just inbound lead follow-up

Proficient in Salesforce and modern sales tools (sequencing, intent, enrichment), with a disciplined habit of maintaining clean, accurate pipeline, activity, and account notes

Comfortable operating in a large, regulated enterprise environment with defined processes, while maintaining a 'startup' bias for action, ownership, and pace