Enterprise Sales Development Representative - Software; remote

Overview

Enterprise Sales Development Representative - Capital One Software (Remote)

Capital One Software helps accelerate the data management journey in the cloud. We build tools for data publishing, data consumption, governance, and infrastructure management to address enterprise needs s role sits at the start of the GTM motion, identifying and engaging high-value target accounts and driving the first conversations that lead to transformative customer wins.

We are looking for a highly skilled Sales Development Representative who thrives in account-based, enterprise SaaS selling environments. You will be the tip of the spear in our GTM motion, strategically identifying and engaging high-value target accounts, building multi-threaded relationships, and driving initial conversations that lead to customer wins. This role is for a strategic prospector, relationship builder, and opportunity creator who enjoys working with top-tier accounts and shaping the first steps of a complex sales cycle.

This isn’t high-volume, spray-and-pray prospecting. You will operate with precision by 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 have the biggest impact.

• 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, Linked In, and phone channels.
• Engage decision-makers and influencers in technical and business roles (e.g., platform owners, cloud engineers, Fin Ops 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, POV development, and POV:
  
  Close conversion.
• Provide feedback from the field to inform product positioning and marketing campaigns.

• 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+.
• 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, Linked In Sales Navigator, Zoom Info, or Gong.

• 5+ years of experience in enterprise prospecting, account management, or inside sales.
• Experience in Enterprise SaaS.
• Experience in data, analytics, cloud, or AI ecosystem (e.g., Snowflake or Databricks).
• Experience prospecting into highly regulated industries (e.g., 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 ability to tailor messages to the audience.
• Demonstrated ability to maintain precision 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. Salaries are for candidates hired to work within the listed locations and reflect the amount Capital One is willing to pay at the time of posting. Salaries for part-time roles will be prorated based on hours.

Remote (Regardless of Location): $106,700 - $121,700 for Principal Associate, SaaS Sales;
McLean, VA: $117,300 - $133,900;
Plano, TX: $106,700 - $121,700;
Richmond, VA: $106,700 - $121,700;
San Francisco, CA: $128,000 - $146,100.

Candidates hired to work in other locations will be…