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Capital One · 10 hours ago

Sales Development Team Lead- Capital One Software (Remote)

United States

Full-time

Remote

Senior Level

$165K/yr - $165K/yr

5+ years exp

Capital One is a technology-driven financial services company that has embraced the cloud to enhance its operations. They are seeking a hands-on Sales Development Manager to build and lead their sales development function, focusing on pipeline creation and team development.

BankingCredit CardsFinanceFinancial Services

Comp. & Benefits

No H1B

Responsibilities

Own a personal book of target accounts with clear opportunity creation quotas; perform deep account research; run multi-threaded outreach across email, LinkedIn, and phone; run discovery with technical and business stakeholders and hand off high-quality, qualified opportunities to AEs. Own team-level pipeline creation targets and drive SDR daily/weekly selling activities to achieve them

Design the SDR strategy, operating model, and KPIs for account-based outbound; create core sales processes, prospecting playbooks, and cadences; partner with Sales Leadership, Marketing, Enablement, and Sales Operations on ICP, territories, and target account strategy

Hire, onboard, and ramp SDRs; run regular 1:1s, live call coaching, and deal reviews; set clear expectations and development plans; build a culture of sales accountability, experimentation, and continuous improvement

Partner with AEs on account engagement plans and full-funnel sales strategies; align SDR motions with Marketing campaigns and events; work with Enablement on sales messaging, objection handling, and competitive positioning; deliver structured field feedback to Product and Marketing

Ensure disciplined use of Salesforce, Groove, LinkedIn Sales Navigator, ZoomInfo, and related tools; build and review SDR dashboards; use funnel data to diagnose bottlenecks and iterate on programs, KPIs, and playbooks

Qualification

Sales Development ManagementOutbound ProspectingCRM ProficiencyPipeline CreationSales CoachingAccount PlanningData ManagementTeam LeadershipCommunication SkillsCollaboration Skills

Required

At least 5 years of experience in enterprise GTM roles such as sales, business development, partnerships, SDR, BDR, or inside sales, such as in SaaS or technology

At least 3 years of experience owning or co-owning an outbound prospecting motion into enterprise accounts with an Annual Contract Value (ACV) of $75,000 or greater (as an individual contributor, team lead, or manager)

At least 2 years of experience leading, managing, or mentoring a quota-carrying GTM team (for example: SDR, BDR, sales, BD, or partnerships) with responsibility for pipeline creation and revenue outcomes

At least 3 years of experience engaging stakeholders in sales cycles and strategic partnerships

At least 3 years of experience using a CRM such as Salesforce and sales engagement tools (for example: Groove, Outreach, Salesloft, LinkedIn Sales Navigator, ZoomInfo, Gong, or similar)

At least 3 years of experience meeting or exceeding KPIs related to pipeline creation, opportunity quality, and conversion

Preferred

7+ years of experience in enterprise GTM leadership roles (for example: sales, business development, partnerships, SDR, BDR, or inside sales) within SaaS or technology

Experience standing up or significantly scaling an outbound motion or SDR, BDR, or inside sales function (process, KPIs, hiring profile, playbooks, dashboards)

Proven success building and leading teams that create net-new pipeline at scale, with clear examples of improving conversion rates and deal quality over time

Experience in data, analytics, cloud, or AI ecosystems and/or adjacent platform environments (for example: Snowflake, Databricks, or major public clouds)

Experience selling into or partnering with highly regulated industries (for example: Financial Services or Healthcare)

Demonstrated ability to collaborate with Account Executives and Sales Leaders on strategic account planning, territory design, and coverage models

Demonstrated ability to hire, coach, and develop early-career GTM talent (SDRs, BDRs or equivalent) into high performers and next-step roles (AE, BD, Partnerships)

Strong written and verbal communication skills, with the ability to simplify complex value propositions and tailor messaging to senior technical and business stakeholders

Demonstrated ability to maintain precision and quality while scaling outreach across multiple accounts, segments, and team members