Capital One Software is looking to build, lead, and scale its sales development function from the ground up to accelerate the data management journey at scale for businesses operating in the cloud.
Requirements
- At least 5 years of experience in enterprise GTM roles such as sales, business development, partnerships, SDR, BDR, or inside sales, such as in SaaS or technology.
- At least 3 years of experience owning or co-owning an outbound prospecting motion into enterprise accounts with an Annual Contract Value (ACV) of $75,000 or greater (as an individual contributor, team lead, or manager).
- At least 2 years of experience leading, managing, or mentoring a quota-carrying GTM team (for example: SDR, BDR, sales, BD, or partnerships) with responsibility for pipeline creation and revenue outcomes.
- At least 3 years of experience engaging stakeholders in sales cycles and strategic partnerships.
- At least 3 years of experience using a CRM such as Salesforce and sales engagement tools (for example: Groove, Outreach, Salesloft, LinkedIn Sales Navigator, ZoomInfo, Gong, or similar).
Responsibilities
- Own a personal book of target accounts with clear opportunity creation quotas; perform deep account research; run multi-threaded outreach across email, LinkedIn, and phone; run discovery with technical and business stakeholders and hand off high-quality, qualified opportunities to AEs.
- Design the SDR strategy, operating model, and KPIs for account-based outbound; create core sales processes, prospecting playbooks, and cadences; partner with Sales Leadership, Marketing, Enablement, and Sales Operations on ICP, territories, and target account strategy.
- Hire, onboard, and ramp SDRs; run regular 1:1s, live call coaching, and deal reviews; set clear expectations and development plans; build a culture of sales accountability, experimentation, and continuous improvement.
- Partner with AEs on account engagement plans and full-funnel sales strategies; align SDR motions with Marketing campaigns and events; work with Enablement on sales messaging, objection handling, and competitive positioning; deliver structured field feedback to Product and Marketing.
- Ensure disciplined use of Salesforce, Groove, LinkedIn Sales Navigator, ZoomInfo, and related tools; build and review SDR dashboards; use funnel data to diagnose bottlenecks and iterate on programs, KPIs, and playbooks.
Other
- At least 5 years of experience in enterprise GTM roles such as sales, business development, partnerships, SDR, BDR, or inside sales, such as in SaaS or technology.
- At least 3 years of experience owning or co-owning an outbound prospecting motion into enterprise accounts with an Annual Contract Value (ACV) of $75,000 or greater (as an individual contributor, team lead, or manager).
- Strong written and verbal communication skills, with the ability to simplify complex value propositions and tailor messaging to senior technical and business stakeholders.
- Demonstrated ability to collaborate with Account Executives and Sales Leaders on strategic account planning, territory design, and coverage models.
- At this time, Capital One will not sponsor a new applicant for employment authorization for this position
