Enterprise Sales Development Representative - Capital One Software (remote)

Enterprise Sales Development Representative

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. 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.

Who We're Searching For

We're looking for a highly skilled Sales Development Representative who thrives in account-based, enterprise SaaS selling environments. 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. If you're a strategic prospector, relationship builder, and opportunity creator who loves working with top-tier accounts and shaping the first steps of a complex sales cycle, this role is for you!

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 our solutions can make the biggest impact.

Roles & Responsibilities

• Partner with Account Executives to execute account-specific engagement plans for managed accounts.
• Conduct deep research to identify key personas, account structures, and potential pain points.
• Craft personalized, persona-specific messaging across email, LinkedIn, and phone channels.
• Engage decision-makers and influencers in technical and business roles (e.g., platform owners, cloud engineers, FinOps leads).
• Qualify opportunities and hand off to AEs with full context for a seamless sales process.
• Track and measure outreach effectiveness in Salesforce and Groove, maintaining complete and accurate account data.
• Collaborate with the Enablement team to refine messaging, objection handling, and competitive positioning.
• Meet and exceed KPIs for opportunity creation, whitespace coverage, Opportunity:POV, and POV:Close conversion.
• Provide feedback from the field to inform product positioning and marketing campaigns.

Basic Qualifications:

• At least 3 years of experience in a BDR, SDR, Account Development, or Full Cycle Hunter role.
• At least 3 years of experience with account-based prospecting for solutions with an Annual Contract Value (ACV) of $100,000 or greater.
• At least 3 years of experience engaging technical and business stakeholders in sales cycles.
• At least 3 years of experience managing multiple account strategies simultaneously.
• At least 3 years of experience with sequencing tools such as: Salesforce, Groove, LinkedIn Sales Navigator, ZoomInfo, or Gong.

Preferred Qualifications:

• 5+ years experience in enterprise prospecting, account management, or inside sales.
• Experience in Enterprise SaaS.
• Experience in data, analytics, cloud, or AI ecosystem - such as: Snowflake or Databricks.
• Experience prospecting into highly regulated industries (for example: Financial Services or Healthcare).
• Demonstrated ability to collaborate with Account Executives in strategic account planning.
• Demonstrated ability to consistently meet or exceed KPIs for pipeline creation and conversion.
• Strong written and verbal communication skills, with a knack for tailoring messages to the audience.
• Demonstrated ability to maintain precision and quality when executing multiple account strategies.

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): $106,700 - $121,700 for Principal Associate, SaaS Sales

McLean, VA: $117,300 - $133,900 for Principal Associate, SaaS Sales

Plano, TX: $106,700 - $121,700 for Principal Associate, SaaS Sales

Richmond, VA: $106,700 - $121,700 for Principal Associate, SaaS Sales

San Francisco, CA: $128,000 - $146,100 for Principal Associate, SaaS Sales

Candidates 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. Eligibility varies based on full or part-time status, exempt or non-exempt status, and management level.

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. Capital One will consider for employment qualified applicants with a criminal history in a manner consistent with the requirements of applicable laws regarding criminal background inquiries.