Sales Development Team Lead - Capital One Software (remote) - Remote Eligible

Sales Development Team Lead

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.

We're looking for a hands-on Sales Development Manager to build, lead, and scale our sales development (SDR) function from the ground up. You'll be both architect and operator: owning a team and individual pipeline creation quota, designing the strategy, processes, and KPIs for a high-performing, account-based outbound sales motion while personally prospecting into top-tier accounts and owning pipeline creation goals. This isn't a "manage from the dashboard" role. You'll be in the trenches with the team - refining ICP and targeting, crafting sales messaging, running experiments, and joining account planning sessions - while developing SDRs into world-class enterprise prospectors. This is a sales leadership role, measured on net-new pipeline and opportunity creation in partnership with our Sales team leads and Account Executives. If you're a strategic builder, strong operator, and coach who loves turning ambiguity into a repeatable, scalable sales engine, this role is for you.

Roles & Responsibilities:

Sales & Pipeline Ownership (Player/Coach)

• 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.
• Own team-level pipeline creation targets and drive SDR daily/weekly selling activities to achieve them.

Build and Lead the Sales Development Function

• 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.

Team Leadership & Sales Coaching

• 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.

Cross-Functional Collaboration & Feedback Loops

• 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.

Systems, Data, and Reporting

• 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.

Basic Qualifications:

• 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).
• At least 3 years of experience meeting or exceeding KPIs related to pipeline creation, opportunity quality, and conversion.

Preferred Qualifications:

• 7+ years of experience in enterprise GTM leadership roles (for example: sales, business development, partnerships, SDR, BDR, or inside sales) within SaaS or technology.
• Experience standing up or significantly scaling an outbound motion or SDR, BDR, or inside sales function (process, KPIs, hiring profile, playbooks, dashboards).
• Proven success building and leading teams that create net-new pipeline at scale, with clear examples of improving conversion rates and deal quality over time.
• Experience in data, analytics, cloud, or AI ecosystems and/or adjacent platform environments (for example: Snowflake, Databricks, or major public clouds).
• Experience selling into or partnering with highly regulated industries (for example: Financial Services or Healthcare)
• Demonstrated ability to collaborate with Account Executives and Sales Leaders on strategic account planning, territory design, and coverage models.
• Demonstrated ability to hire, coach, and develop early-career GTM talent (SDRs, BDR or equivalent) into high performers and next-step roles (AE, BD, Partnerships).
• 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 maintain precision and quality while scaling outreach across multiple accounts, segments, and team members.

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): $165,000 - $165,000 for Sr. Manager, SaaS Sales Richmond, VA: $165,000 - $165,000 for Sr. Manager, 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. This role is expected to accept applications for a minimum of 5 business days. No agencies please. 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, including, to the extent applicable, Article 23-A of the New York Correction Law; San Francisco, California Police Code Article 49, Sections 4901-4920; New York City's Fair Chance Act; Philadelphia's Fair Criminal Records Screening Act; and other applicable federal, state, and local laws and regulations regarding criminal background inquiries. If you have visited our website in search of information on employment opportunities or to apply for a position, and you require an accommodation, please contact Capital One Recruiting at 1-800-304-9102 or via email at RecruitingAccommodation@capitalone.com . All information you provide will be kept confidential and will be used only to the extent required to provide needed reasonable accommodations. For technical support or questions about Capital One's recruiting process, please send an email to Careers@capitalone.com Capital One does not provide, endorse nor guarantee and is not liable for third-party products,