Capital One
Sales Development Team Lead- Capital One Software (Remote)
Capital One, Richmond, Virginia, United States, 23214
**Who We’re Searching For**
We’re looking for a hands-on Sales Development Manager to build, lead, and scale our sales development (SDR) function from the ground up. You’ll be both architect and operator: owning a team and individual pipeline creation quota, designing the strategy, processes, and KPIs for a high-performing, account-based outbound sales motion while personally prospecting into top-tier accounts and owning pipeline creation goals.Build and Lead the Sales Development Function
Design the SDR strategy, operating model, and KPIs for account-based outbound; create core sales processes, prospecting playbooks, and cadences; partner with Sales Leadership, Marketing, Enablement, and Sales Operations on ICP, territories, and target account strategy.Cross-Functional Collaboration & Feedback Loops
Partner with AEs on account engagement plans and full-funnel sales strategies; align SDR motions with Marketing campaigns and events; work with Enablement on sales messaging, objection handling, and competitive positioning; deliver structured field feedback to Product and Marketing.* At least 5 years of experience in enterprise GTM roles such as sales, business development, partnerships, SDR, BDR, or inside sales, such as in SaaS or technology.* At least 3 years of experience owning or co-owning an outbound prospecting motion into enterprise accounts with an Annual Contract Value (ACV) of $75,000 or greater (as an individual contributor, team lead, or manager).* At least 2 years of experience leading, managing, or mentoring a quota-carrying GTM team (for example: SDR, BDR, sales, BD, or partnerships) with responsibility for pipeline creation and revenue outcomes.* At least 3 years of experience engaging stakeholders in sales cycles and strategic partnerships.* At least 3 years of experience using a CRM such as Salesforce and sales engagement tools (for example: Groove, Outreach, Salesloft, LinkedIn Sales Navigator, ZoomInfo, Gong, or similar).* At least 3 years of experience meeting or exceeding KPIs related to pipeline creation, opportunity quality, and conversion.* 7+ years of experience in enterprise GTM leadership roles (for example: sales, business development, partnerships, SDR, BDR, or inside sales) within SaaS or technology.* Experience standing up or significantly scaling an outbound motion or SDR, BDR, or inside sales function (process, KPIs, hiring profile, playbooks, dashboards).* Proven success building and leading teams that create net-new pipeline at scale, with clear examples of improving conversion rates and deal quality over time.* Experience in data, analytics, cloud, or AI ecosystems and/or adjacent platform environments (for example: Snowflake, Databricks, or major public clouds).* Experience selling into or partnering with highly regulated industries (for example: Financial Services or Healthcare)* Demonstrated ability to collaborate with Account Executives and Sales Leaders on strategic account planning, territory design, and coverage models.* Demonstrated ability to hire, coach, and develop early-career GTM talent (SDRs, BDRs or equivalent) into high performers and next-step roles (AE, BD, Partnerships).* Strong written and verbal communication skills, with the ability to simplify complex value propositions and tailor messaging to senior technical and business stakeholders.* Demonstrated ability to maintain precision and quality while scaling outreach across multiple accounts, segments, and team members.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 . Eligibility varies based on full or part-time status, exempt or non-exempt status, and management level. #J-18808-Ljbffr
We’re looking for a hands-on Sales Development Manager to build, lead, and scale our sales development (SDR) function from the ground up. You’ll be both architect and operator: owning a team and individual pipeline creation quota, designing the strategy, processes, and KPIs for a high-performing, account-based outbound sales motion while personally prospecting into top-tier accounts and owning pipeline creation goals.Build and Lead the Sales Development Function
Design the SDR strategy, operating model, and KPIs for account-based outbound; create core sales processes, prospecting playbooks, and cadences; partner with Sales Leadership, Marketing, Enablement, and Sales Operations on ICP, territories, and target account strategy.Cross-Functional Collaboration & Feedback Loops
Partner with AEs on account engagement plans and full-funnel sales strategies; align SDR motions with Marketing campaigns and events; work with Enablement on sales messaging, objection handling, and competitive positioning; deliver structured field feedback to Product and Marketing.* At least 5 years of experience in enterprise GTM roles such as sales, business development, partnerships, SDR, BDR, or inside sales, such as in SaaS or technology.* At least 3 years of experience owning or co-owning an outbound prospecting motion into enterprise accounts with an Annual Contract Value (ACV) of $75,000 or greater (as an individual contributor, team lead, or manager).* At least 2 years of experience leading, managing, or mentoring a quota-carrying GTM team (for example: SDR, BDR, sales, BD, or partnerships) with responsibility for pipeline creation and revenue outcomes.* At least 3 years of experience engaging stakeholders in sales cycles and strategic partnerships.* At least 3 years of experience using a CRM such as Salesforce and sales engagement tools (for example: Groove, Outreach, Salesloft, LinkedIn Sales Navigator, ZoomInfo, Gong, or similar).* At least 3 years of experience meeting or exceeding KPIs related to pipeline creation, opportunity quality, and conversion.* 7+ years of experience in enterprise GTM leadership roles (for example: sales, business development, partnerships, SDR, BDR, or inside sales) within SaaS or technology.* Experience standing up or significantly scaling an outbound motion or SDR, BDR, or inside sales function (process, KPIs, hiring profile, playbooks, dashboards).* Proven success building and leading teams that create net-new pipeline at scale, with clear examples of improving conversion rates and deal quality over time.* Experience in data, analytics, cloud, or AI ecosystems and/or adjacent platform environments (for example: Snowflake, Databricks, or major public clouds).* Experience selling into or partnering with highly regulated industries (for example: Financial Services or Healthcare)* Demonstrated ability to collaborate with Account Executives and Sales Leaders on strategic account planning, territory design, and coverage models.* Demonstrated ability to hire, coach, and develop early-career GTM talent (SDRs, BDRs or equivalent) into high performers and next-step roles (AE, BD, Partnerships).* Strong written and verbal communication skills, with the ability to simplify complex value propositions and tailor messaging to senior technical and business stakeholders.* Demonstrated ability to maintain precision and quality while scaling outreach across multiple accounts, segments, and team members.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 . Eligibility varies based on full or part-time status, exempt or non-exempt status, and management level. #J-18808-Ljbffr