What You'll DoOwn enterprise deals end-to-end: Source, develop, and close ARR through new logo acquisition and strategic expansionNavigate complex buying centers: Build and execute multi‑stakeholder strategies across security, data platform, compliance, legal, and procurement organizationsRun disciplined proof of concept: Lead technical evaluations with clear success criteria, tight timelines, and executive alignment to accelerate dealsMaster security reviews: Guide customers through vendor risk assessments, architecture reviews, penetration tests, and compliance validation (SOC2, ISO, PCI‑DSS, HIPAA)Build compelling business cases: Quantify value across risk reduction (PCI scope reduction, breach prevention) and enablement outcomes (faster analytics, safe AI access, compliant data sharing)Negotiate complex contracts: Navigate DPAs, security exhibits, BAAs, indemnities, and enterprise licensing terms to mutually beneficial closeDrive expansion: Develop land‑and‑expand strategies that grow initial deployments across lines of business, environments, and use casesPartner strategically: Leverage cloud ecosystem relationships (AWS, Snowflake, Databricks, etc.) and GSI partnerships to accelerate dealsHow you'll make an impactSuccess in this role is measured by net‑new customers acquired, new ARR generated, and expansion within existing strategic accounts, supported by a healthy, self‑generated pipeline and predictable execution of complex, multi‑stakeholder deals. Basic QualificationsBachelors Degree or military experienceAt least 5 years experience in enterprise sales closing annual contract values of at least one million dollars in regulated industries (for example: Financial Services, Healthcare, Insurance, Government)At least 3 years experience selling data security solutions (for example: tokenization, encryption, data protection, secrets management, or identity access management) including navigating compliance frameworks (for example: PCI‑DSS, HIPAA, GDPR, SOC2)At least 3 years experience managing at least 9 month sales cycles using structured methodologies (for example: MEDDIC, MEDDICC)Preferred QualificationsExperience selling hybrid deployment models (SaaS + customer environment) including navigating data residency and security control requirementsExperience co‑selling with cloud data platforms or Global System Integrator (GSI) partners with established relationships that can accelerate pipelineDemonstrated ability displacing entrenched security vendors or winning against “do nothing” in long sales cyclesAbility to understand modern data stack and cloud migration journeys (For example: migrating on‑prem workloads to Snowflake, Databricks, or AWS Redshift).Demonstrated understanding of data privacy challenges associated with Generative AI and Large Language Models (LLMs), specifically regarding Personally Identifiable Information (PII) leakage in training sets4+ years experience managing 9‑18 month sales cycles using structured methodologies (such as: MEDDIC/MEDDICC or equivalent) while multi‑threading across security, data, compliance, legal, and procurement stakeholdersAt this time, Capital One will not sponsor a new applicant for employment authorization for this position.