Director, Head of Sales Operations - Capital One Software (Remote)

About the Role:

As the Director, Head of Sales Operations, you will play a pivotal role in shaping the operational strategy and driving the growth of our rapidly expanding B2B Software business. You will be responsible for leading the global Sales Operations function, optimizing sales processes, tools, and policies to increase productivity and ensure scalable global go-to-market (GTM) success. You will be a trusted advisor to sales leadership and a key partner across GTM teams, overseeing sales systems, processes, and reporting, all while scaling a high-performing team.

Key Responsibilities:

Strategic Leadership: Develop and execute the Sales Operations strategy, lead annual roadmap planning, and drive the operational strategy for enterprise sales to support global go-to-market success and scale operations. Balance long-term strategic planning with the flexibility to adapt to day-to-day operational challenges effectively.
Tactical Problem Solving: Act as a first-responder to immediate sales operations issues, ensuring swift problem resolution and minimizing disruption to sales activities.
Sales Process Optimization: Design, develop, and optimize scalable sales processes and systems that support evolving go-to-market strategies and rapid expansion.
Data and Analytics: Manage and evolve reporting, forecasting, and analytics, improve pipeline visibility and accuracy, and implement KPIs and performance measurement frameworks. Partner with data analytics leaders to align on and execute data strategy in support of business reporting and analytics needs.
Territory & Compensation Design: Design and implement effective territory structures and sales compensation plans to support expansion into new markets and product launches. Develop strategies to optimize quota setting and minimize the gap between team quotas and revenue targets.
Technology Management: Partner with RevTech leader to champion selection, implementation and optimization of sales technology, ensure CRM data integrity and adoption, and streamline the existing sales tech stack.
Cross-Functional Collaboration: Partner across various departments like Sales, Marketing, Enablement, Customer Success, and Finance to ensure operational alignment and foster knowledge sharing and enablement for Go-to-Market teams.
Team Leadership & Development: Lead, mentor, and scale a high-performing global SalesOps team, provide guidance, and recruit and develop talent.

Desired Skills:

Proficiency in Salesforce and experience with other sales analytics and enablement tools, including knowledge of modern sales tech stacks and the ability to optimize their usage.
Exceptional analytical skills, technical acumen, and business insight, with a strong understanding of the entire revenue lifecycle.
Experience performing cohort analyses, win-rate assessments, and scenario modeling with the ability to translate data into actionable strategies and influence stakeholders.
Highly collaborative and able to build trust across organizations.
Operates with urgency and flexibility, applying structured thinking.
Possesses empathy, a customer-centric approach, curiosity, and the ability to drive innovative solutions.
Ability to manage multiple projects simultaneously and drive them to completion.
Proven expertise designing sales territories, quotas, and compensation models in rapidly evolving or expanding product portfolios.

Basic Qualifications:

Bachelors Degree or Military experience
At least 5 years of experience leading Sales Operations or Revenue Operations teams within B2B SaaS environments.
At least 2 years of experience with Salesforce
At least 5 years of experience in Sales, Customer success or Sales Operations

Preferred Qualifications:

10+ years of experience in Sales or Revenue Operations with a proven track record of building scalable infrastructure and leading teams.
Experience supporting global SalesOps functions through significant company events such as IPO readiness.
Experience working within regulated industries (fintech, healthcare tech, gov-tech)
Familiarity with consumption-based or usage-based billing models.
4+ years experience using sales tools (for example: Gong, Groove, Clari) and sales productivity platforms.
Business Process Improvement certification such as CBPP, Lean, or Six Sigma.
Masters Degree in Business Administration (MBA)

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): $205,400 - $234,400 for Director, Business Development

McLean, VA: $226,000 - $257,900 for Director, Business Development

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 Ones 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).