Sales Development Team Lead- Software; Remote

Sales Development Team Lead
- 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.

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.

This isn’t a “manage from the dashboard” role. You’ll be in the trenches with the team - refining ICP and targeting, crafting sales messaging, running experiments, and joining account planning sessions - while developing SDRs into world‑class enterprise prospectors. This is a sales leadership role, measured on net‑new pipeline and opportunity creation in partnership with our Sales team leads and Account Executives.

If you’re a strategic builder, strong operator, and coach who loves turning ambiguity into a repeatable, scalable sales engine, this role is for you.

• Sales & Pipeline Ownership (Player/Coach)
  Own a personal book of target accounts with clear opportunity creation quotas; perform deep account research; run multi-threaded outreach across email, Linked In, and phone; run discovery with technical and business stakeholders and hand off high‑quality, qualified opportunities to AEs. Own team‑level pipeline creation targets and drive SDR daily/weekly selling activities to achieve them.

• 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.

• Team Leadership & Sales Coaching Hire, onboard, and ramp SDRs; run regular 1:1s, live call coaching, and deal reviews; set clear expectations and development plans; build a culture of sales accountability, experimentation, and continuous improvement.

• 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.

• Systems, Data, and Reporting Ensure disciplined use of Salesforce, Groove, Linked In Sales Navigator, Zoom Info, and related tools; build and review SDR dashboards; use funnel data to diagnose bottlenecks and iterate on programs, KPIs, and playbooks.

• 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…