Enterprise Account Director, Capital One Software (Data Security)

Discover Financial
Richmond, United States
Workplace: RemoteFull timeUSD 225,000 - 225,000 annuallyFunction: Executive & General ManagementExperience: 5+ yearsEducation: bachelorsSkills: ["Strategic thinking","Stakeholder management","Negotiation","Risk assessment","Trusted advisor"]

Drive end-to-end enterprise sales for Capital One Software’s vaultless tokenization platform, Databolt, targeting annual contract value deals in heavily regulated industries. Own net-new customer acquisition and expansion through long (12–18 month) sales cycles, orchestrating multi-stakeholder strategies across security, data, compliance, legal, and procurement. Lead proofs of concept, navigate security reviews and vendor risk assessments, build risk-reducing business cases, and negotiate complex enterprise contracts.

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Discover Financial
Discover Financial
2 months ago

Enterprise Account Director, Capital One Software (Data Security)

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Last checked: 2 hours agoStatus: Live

Job Summary

Drive end-to-end enterprise sales for Capital One Software’s vaultless tokenization platform, Databolt, targeting annual contract value deals in heavily regulated industries. Own net-new customer acquisition and expansion through long (12–18 month) sales cycles, orchestrating multi-stakeholder strategies across security, data, compliance, legal, and procurement. Lead proofs of concept, navigate security reviews and vendor risk assessments, build risk-reducing business cases, and negotiate complex enterprise contracts.
Location: Richmond, United States
Workplace: Remote
Employment Type: Full time
Job Function: Executive & General Management
Seniority: Sr. Director level

Key Responsibilities

  • •Own enterprise deals end-to-end, sourcing, developing, and closing ARR through new logo acquisition and strategic expansion.
  • •Navigate complex buying centers by building multi-stakeholder strategies across security, data platform, compliance, legal, and procurement.
  • •Run disciplined proofs of concept with clear success criteria and executive alignment to accelerate deals.
  • •Lead security reviews including vendor risk assessments, architecture reviews, penetration tests, and compliance validation (SOC2, ISO, PCI-DSS, HIPAA).
  • •Negotiate complex enterprise contracts including DPAs, security exhibits, BAAs, indemnities, and licensing terms to close deals.

Pay and Benefits

Salary: USD 225,000 annually

Key Requirements

  • •Bachelor’s degree or military experience.
  • •At least 5 years of enterprise sales closing annual contract values of at least $1M in regulated industries (e.g., Financial Services, Healthcare, Insurance, Government).
  • •At least 3 years selling data security solutions (e.g., tokenization, encryption, data protection, secrets management, identity access management) including compliance frameworks (e.g., PCI-DSS, HIPAA, GDPR, SOC2).
  • •At least 3 years managing sales cycles of at least 9 months using structured methodologies (e.g., MEDDIC, MEDDICC).
Experience:5+ yearsEnterprise salesFinancial servicesHealthcareRegulated industries
Education:Bachelor's
Skills:Strategic thinkingStakeholder managementNegotiationRisk assessmentTrusted advisor
Tech Stack:DataboltTokenizationEncryptionData protectionSecrets managementIdentity access managementSOC2ISOPCI-DSSHIPAAGDPRMEDDICMEDDICCAWSSnowflakeDatabricksAWS 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