Apply on Employer Site

Capital One · 5 hours ago

Enterprise Account Director, Capital One Software (Data Security) (Remote)

United States

Full-time

Remote

Mid, Senior Level

$225K/yr - $225K/yr

5+ years exp

Capital One is a leading financial services company that has embraced technology and data to innovate. The Enterprise Account Director will drive the sales cycle for high-value deals in regulated industries, focusing on securing sensitive data and enabling analytics while serving as a trusted advisor to C-level executives.

Financial Services

Comp. & Benefits

No H1B

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 (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

Qualification

Enterprise sales experienceData security solutionsCompliance frameworksStructured sales methodologiesHybrid deployment modelsCloud migration understandingStrategic partnership developmentBusiness case developmentC-level engagementNegotiation skills

Required

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

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