Enterprise Sales Development Representative - Capital One Software (Remote)

Enterprise Sales Development Representative - Capital One Software (Remote)

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.

Who We’re Searching For

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 pur