Enterprise Sales Development Representative - Capital One Software (Remote)
Company: Capital One
Location: Cambridge
Posted on: October 29, 2025
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Job Description:
Enterprise Sales Development Representative - Capital One
Software (Remote) 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 At this time, Capital
One will not sponsor a new applicant for employment authorization
for this position. 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. 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, services, educational tools or other
information available through this site. Capital One Financial is
made up of several different entities. Please note that any
position posted in Canada is for Capital One Canada, any position
posted in the United Kingdom is for Capital One Europe and any
position posted in the Philippines is for Capital One Philippines
Service Corp. (COPSSC).
Keywords: Capital One, Cambridge , Enterprise Sales Development Representative - Capital One Software (Remote), Sales , Cambridge, Massachusetts
