Note: The job is a remote job and is open to candidates in USA. Capital One is a leading financial services company that has embraced technology and data innovation. They are seeking an exceptional Enterprise Account Director to drive sales for their data security solutions, focusing on securing sensitive data for global enterprises in heavily regulated industries. This role involves managing the entire sales cycle, building relationships with C-level executives, and developing strategies for new customer acquisition and expansion.
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
Skills
- 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)
- 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
Benefits
- 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. Eligibility varies based on full or part-time status, exempt or non-exempt status, and management level.
Company Overview