Account Executive

Account Executive - Capital One SoftwareEver 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. And in 2022, we publicly announced Capital One Software and brought our first B2B software solution, Slingshot, to market. 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 are seeking top tier talent to join our pioneering team and propel us towards our destination. You will be joining a team of innovative product, tech, and design leaders that tirelessly seek to question the status quo. As an Account Executive for Capital One Software, you'll have the opportunity to be on the forefront of building this business and bring these tools to market.Who We Are Searching ForCapital One Software is looking for a tenacious Enterprise Account Executive to drive net-new and expansion revenue with large, data-driven enterprises. You'll sell into senior data, engineering, security, and technology leaders, navigating complex, multi-stakeholder deals that frequently involve security, legal, and procurement reviews. In this startup-style team within Capital One, you'll be expected to self-generate pipeline through strategic, personalized outbound and partner motions, run disciplined sales cycles from first meeting through contracting, and act as a trusted advisor to both customers and internal stakeholders.Roles and ResponsibilitiesPipeline GenerationProactively 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.Discovery and Solution SellingLead 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.Deal Management and ContractingOwn 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.Internal CollaborationPartner 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.Operating DisciplineMaintain 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.How You'll Make An ImpactSuccess in this role would be by net-new customers acquired, new ARR generated, and expansion within existing strategic accounts, supported by a healthy, self-generated pipeline and predictable execution of complex, multi-stakeholder deals.Basic QualificationsHigh School Diploma, GED, or equivalent certificationAt least 3 years of B2B sales experience with full-cycle responsibility (prospecting through close)Preferred Qualifications5+ 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 scaleExposure 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 optimizationConsistent 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-upProficient in Salesforce and modern sales tools (sequencing, intent, enrichment), with a disciplined habit of maintaining clean, accurate pipeline, activity, and account notesComfortable operating in a large, regulated enterprise environment with defined processes, while maintaining a "startup" bias for action, ownership, and pace_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): $120,000 - $120,000 for Manager, SaaS Sales; $165,000 - $165,000 for Sr. Manager, SaaS SalesMcLean, VA: $120,000 - $120,000 for Manager, SaaS Sales; $165,000 - $165,000 for Sr. Manager, SaaS SalesNew York, NY: $120,000 - $120,000 for Manager, SaaS Sales; $165,000 - $165,000 for Sr. Manager, SaaS SalesRichmond, VA: $120,000 - $120,000 for Manager, SaaS Sales; $165,000 - $165,000 for Sr. Manager, SaaS SalesSan Francisco, CA: $120,000 - $120,000 for Manager, SaaS Sales; $165,000 - $165,000 for Sr. Manager, SaaS SalesCandidates 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.