Senior Manager Enterprise SaaS Sales - Capital One Software (Remote)

Discover Financial
Richmond, United States
Workplace: RemoteFull timeUSD 165,000 - 165,000 annuallyFunction: SalesExperience: 3+ yearsEducation: bachelorsSkills: ["Negotiation","Strategic selling","Stakeholder management","Executive communication","Pipeline generation"]

Own end-to-end enterprise SaaS sales for a vaultless tokenization platform, driving new logo acquisition and strategic expansion across heavily regulated industries. Lead multi-stakeholder deal strategy, run technical proof-of-concepts, and guide customers through security reviews and compliance validation. Build value-rich business cases and negotiate complex enterprise agreements while partnering with cloud ecosystems to accelerate ARR growth.

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Discover Financial
Discover Financial
3 days ago

Senior Manager Enterprise SaaS Sales - Capital One Software (Remote)

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Last checked: 17 hours agoStatus: Live

Job Summary

Own end-to-end enterprise SaaS sales for a vaultless tokenization platform, driving new logo acquisition and strategic expansion across heavily regulated industries. Lead multi-stakeholder deal strategy, run technical proof-of-concepts, and guide customers through security reviews and compliance validation. Build value-rich business cases and negotiate complex enterprise agreements while partnering with cloud ecosystems to accelerate ARR growth.
Location: Richmond, United States
Workplace: Remote
Employment Type: Full time
Job Function: Sales
Seniority: Sr. Manager level

Key Responsibilities

  • •Own enterprise deals end-to-end by sourcing, developing, and closing ARR through new logo acquisition and strategic expansion.
  • •Build and execute multi-stakeholder strategies across security, data platform, compliance, legal, and procurement organizations.
  • •Run disciplined proof-of-concepts with clear success criteria, tight timelines, and executive alignment.
  • •Lead customers through vendor risk assessments, architecture reviews, penetration tests, and compliance validation (e.g., SOC2, ISO, PCI-DSS, HIPAA).
  • •Negotiate complex contract terms (e.g., DPAs, security exhibits, BAAs, indemnities) and drive expansion through land-and-expand strategies.

Pay and Benefits

Salary: USD 165,000 annually

Key Requirements

  • •Bachelor’s degree or military experience.
  • •At least 3 years of enterprise B2B software or technology sales experience (e.g., Financial Services, Healthcare, Insurance, Government).
  • •At least 1 year selling data security or cloud security solutions (e.g., tokenization, encryption, data protection, secrets management, or identity access management) and navigating compliance frameworks (e.g., PCI-DSS, HIPAA, GDPR, SOC2).
  • •At least 2 years managing sales cycles of at least 9 months using structured methodologies (e.g., MEDDIC, MEDDICC).
  • •Demonstrated ability to manage complex enterprise buying centers across security, data platform, compliance, legal, and procurement stakeholders.
Experience:3+ yearsEnterprise salesB2B SaaSFinancial servicesHealthcareSecurity compliance
Education:Bachelor's
Skills:NegotiationStrategic sellingStakeholder managementExecutive communicationPipeline generation
Certifications:SOC2ISOPCI-DSSHIPAAGDPR
Tech Stack:DataboltSlingshotAWSSnowflakeDatabricksAWS Redshift

Eligibility

Work Authorization:Authorization required. Sponsorship not provided.

Company Brief

Discover Financial
Provides consumer banking products, credit cards, personal loans, and payment services through the Discover brand. It operates a major U.S. financial network and serves individuals and merchants with lending and digital payment solutions.
Industry: Retail Banking
Company Size: Enterprise (1,001+ employees)
Revenue: USD 10M to 25M
Growth: Public Company
Valuation: Public Company (Market Cap in USD)
Funding: IPO / Publicly Listed
Headquarters: Riverwoods, United States
Founded: 1985
WebsiteLinkedIn