Capital One

Account Executive – Capital One Software, Enterprise Data & Security SaaS

Capital One

full-time

Posted on:

Location Type: Remote

Location: Remote • California, New York, Virginia • 🇺🇸 United States

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Salary

💰 $120,000 per year

Job Level

Mid-LevelSenior

Tech Stack

Amazon RedshiftAWSAzureBigQueryCloudGoogle Cloud PlatformSFDC

About the role

  • Pipeline generation: Proactively 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 selling: Lead 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 contracting: Own 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 collaboration: Partner 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 discipline: Maintain 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.

Requirements

  • High School Diploma, GED, or equivalent certification
  • At least 3 years of B2B sales experience with full-cycle responsibility (prospecting through close)
  • 5+ years of B2B sales experience is preferred, selling into technical or data-oriented buyers (Data Engineering, Analytics, IT, Security, Cloud/Platform teams) at enterprise scale
  • Exposure 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 optimization
  • Consistent 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-up
  • Proficient in Salesforce and modern sales tools (sequencing, intent, enrichment), with a disciplined habit of maintaining clean, accurate pipeline, activity, and account notes
  • Comfortable operating in a large, regulated enterprise environment with defined processes, while maintaining a “startup” bias for action, ownership, and pace.
Benefits
  • Comprehensive, competitive, and inclusive set of health, financial and other benefits that support your total well-being.

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard skills
B2B salesfull-cycle salesdiscovery sellingsolution sellingpipeline generationcontract negotiationdata securitycloud cost optimizationperformance optimizationquota attainment
Soft skills
collaborationcommunicationproblem-solvingnegotiationstrategic planningself-motivationadaptabilitycustomer engagementstakeholder managementoperating discipline
Certifications
High School DiplomaGEDequivalent certification