Enterprise Account Director, Capital One Software (Data Security)
WFA Digital Insight
As the demand for data security specialists grew 27% in the last year, roles like this Enterprise Account Director position are becoming increasingly crucial. With Capital One's pioneering approach to cloud and data management, this role offers a unique chance to work at the forefront of innovation. Candidates should be aware that success in this position requires a deep understanding of the heavily regulated industries, such as Financial Services and Healthcare, and the ability to navigate complex sales cycles. With the right skills and experience, this role can be a game-changer for those looking to make a real impact in the industry.
Job Description
About the Role
The Enterprise Account Director role at Capital One Software is a strategic position that requires driving the full sales cycle for deals with an Annual Contract Value (ACV) ofThe ideal candidate will have a deep understanding of the industries they will be working with, including Financial Services and Healthcare, and be able to navigate complex buying centers. This role is not just about making a sale, but about becoming a trusted advisor to C-level executives and building long-term relationships.
As part of the Capital One Software team, you will be working with a group of innovative product, tech, and design leaders who are passionate about questioning the status quo and pushing the boundaries of what is possible.
What You Will Do
- Own enterprise deals end-to-end, sourcing, developing, and closing ARR through new logo acquisition and strategic expansion
- Navigate complex buying centers, building and executing multi-stakeholder strategies across security, data platform, compliance, legal, and procurement organizations
- Run disciplined proof of concept, leading technical evaluations with clear success criteria, tight timelines, and executive alignment to accelerate deals
- Master security reviews, guiding customers through vendor risk assessments, architecture reviews, penetration tests, and compliance validation
- Build compelling business cases, quantifying value across risk reduction and enablement outcomes
- Negotiate complex contracts, navigating DPAs, security exhibits, BAAs, indemnities, and enterprise licensing terms to mutually beneficial close
- Drive expansion, developing land-and-expand strategies that grow initial deployments across lines of business, environments, and use cases
- Partner strategically, leveraging cloud ecosystem relationships and GSI partnerships to accelerate deals
- Serve as a trusted advisor to both customers and internal stakeholders, providing expert guidance and support
What We Are Looking For
- Bachelors Degree or equivalent experience
- At least 5 years of experience in enterprise sales, preferably in the data security or software industry
- Proven track record of driving sales growth and expanding existing relationships
- Strong understanding of the regulated industries, including Financial Services and Healthcare
- Ability to navigate complex buying centers and build relationships with C-level executives
- Experience with cloud ecosystem relationships and GSI partnerships
- Strong communication and negotiation skills
- Ability to work in a fast-paced environment and adapt to changing circumstances
Nice to Have
- Experience with data security solutions, such as tokenization and encryption
- Knowledge of cloud-based technologies, such as AWS, Snowflake, and Databricks
- Familiarity with compliance frameworks, such as SOC2, ISO, PCI-DSS, and HIPAA
- Experience working with cross-functional teams, including sales, marketing, and product development
Benefits and Perks
- Competitive salary and benefits package
- Opportunities for career growth and professional development
- Collaborative and dynamic work environment
- Flexible work arrangements, including remote work options
- Access to cutting-edge technology and tools
- Recognition and rewards for outstanding performance
- Comprehensive health and wellness programs
- Generous PTO and paid holidays
- Remote stipend and home office setup support
How to Stand Out
- Be prepared to discuss your experience working with complex buying centers and building relationships with C-level executives.
- Make sure you have a deep understanding of the regulated industries, including Financial Services and Healthcare, and be able to speak to the challenges and opportunities in these spaces.
- Familiarize yourself with Capital One Software's products and services, including Databolt and Slingshot, and be prepared to discuss how they can address the needs of potential customers.
- Develop a strong understanding of the sales cycle and be able to speak to your experience driving sales growth and expanding existing relationships.
- Be prepared to provide specific examples of your experience working with cloud ecosystem relationships and GSI partnerships, and how you have leveraged these relationships to accelerate deals.
- Show enthusiasm and passion for the industry and the company, and be able to speak to how you can contribute to the success of Capital One Software.
- Be prepared to negotiate salary and benefits, and have a clear understanding of your worth and what you are looking for in a compensation package.
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