Enterprise Sales Development Representative - Capital One Software (remote) - Remote Eligible

Enterprise Sales Development Representative

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 didn't exist in the marketplace to enable us to operate at scale in the cloud. In 2022, we publicly announced Capital One Software and have since brought two of our B2B software solutions to market; Slingshot and Databolt. Building on Capital One's pioneering adoption of modern cloud and data capabilities, Capital One Software is helping accelerate the data management journey at scale for businesses operating in the cloud. If you think of the kind of challenges that companies face – things like data publishing, data consumption, data governance, and infrastructure management – we've built tools to address these various needs along the way. Capital One Software will continue to explore where we can bring our solutions to market to help other businesses address these same needs going forward.

We're looking for a highly skilled Sales Development Representative who thrives in account-based, enterprise SaaS selling environments - particularly in complex, security-driven sales cycles. You'll be the tip of the spear in our GTM motion: strategically identifying and engaging high-value target accounts, building multi-threaded relationships, and driving the first conversations that lead to transformative customer wins. This isn't high-volume, spray-and-pray prospecting. You'll operate with precision - partnering closely with Account Executives, Enablement, and Sales Operations to open doors with the right personas at the right time, in accounts where data security and compliance are mission-critical priorities.

Roles & Responsibilities:

• Partner with Account Executives to execute account-specific engagement plans for managed accounts, often spanning extended sales cycles (9-18+ months)
• Conduct deep research to identify key personas, organizational structures, and compliance requirements, and potential pain points related to data security and privacy
• Craft personalized, persona-specific messaging across email, LinkedIn, and phone channels - tailored to both technical and executive security audiences
• Orchestrate outreach to, and engage with, multiple stakeholders - including CISOs, Security Architects, Data Privacy Officers, Compliance/GRC leaders, and Engineering
• Develop working knowledge of tokenization, data protection concepts, and compliance frameworks (PCI-DSS, HIPAA, GDPR) to engage credibly with technical buyers
• Qualify opportunities and hand off to AEs with full context: stakeholder maps, identified pain points, and compliance drivers
• Maintain accurate account data in Salesforce.com and Groove (or similar); meet and exceed KPIs for opportunity creation and conversion
• Collaborate with the Enablement team to refine messaging, objection handling, and competitive positioning.
• Provide feedback from the field to inform product positioning, marketing campaigns, and competitive intelligence

Basic Qualifications:

• At least 3 years of experience in an enterprise BDR, SDR, Account Development, or Full Cycle Hunter sales role
• At least 3 years of experience in account based prospecting for annual contract value of at least five hundred thousand dollars
• At least 3 years of experience engaging executive stakeholders, engineers, and architects in sales cycles that include security, compliance, privacy, data, or engineering personas
• At least 3 years of experience with modern sales tools such as: Salesforce, Groove, LinkedIn Sales Navigator, ZoomInfo, or Gong

Preferred Qualifications:

• 5+ years experience in enterprise prospecting, account development, or inside sales with exposure to security and infrastructure software
• 3+ years of experience managing multiple account strategies simultaneously
• Background in data security, privacy, or compliance technology - such as tokenization, encryption, DLP, IAM, or adjacent categories
• Experience prospecting into highly regulated industries (for example: Financial Services or Healthcare)
• Familiarity with compliance frameworks (PCI-DSS, HIPAA, GDPR, CCPA, SOC 2) and how they influence purchasing decisions
• Demonstrated ability to consistently meet or exceed KPIs for pipeline creation and conversion in competitive markets

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. Remote (Regardless of Location): $109,900 - $125,400 for Principal Associate, SaaS Sales Richmond, VA: $109,900 - $125,400 for Principal Associate, SaaS Sales 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 candidate's offer letter. This role is also eligible to earn performance based incentive compensation, which may include cash bonus(es) and/or long term incentives (LTI). Incentives could be discretionary or non discretionary depending on the plan. Capital One offers a comprehensive, competitive, and inclusive set of health, financial and other benefits that support your total well-being. Learn more at the Capital One Careers website.

Capital One is an equal opportunity employer (EOE, including disability/vet) committed to non-discrimination in compliance with applicable federal, state, and local laws. Capital One promotes a drug-free workplace.