Sr Manager, Sales Operations & Enablement

Overview

The role of Senior Manager, Sales Operations & Enablement at Capital One is to architect and execute the foundational infrastructure, playbooks, and incentive structures for the company's supply teams to scale contracted margin, traveler value, and supplier marketing spend.

What You’ll Do

• Define the Sales Engine: Map, document, and standardize the end-to-end commercial lifecycle, ensuring crisp stages and seamless hand-offs across compliance, legal, finance, product, customer service, and marketing.
• Standardize Complex Streams: Establish repeatable playbooks for diverse revenue and value streams including margin expansion, supplier-funded discounts, marketing campaigns, sponsored listings, and renewal strategies.
• Drive Institutional Clarity: Eliminate ambiguity by introducing clear functional accountability at every stage of the partner pipeline.
• Product Manage our Stack: Own the business design of Salesforce and supporting commercial tools. Ensure our systems are designed around real-world workflows rather than forcing teams to adapt to rigid tools.
• Partner with Engineering: Collaborate with an Individual Contributor (IC) Salesforce Product Manager/Admin to engineer highly automated workflows that reduce manual burden, eliminate administrative friction for sellers, and adhere strictly to Capital One’s risk and compliance boundaries.
• Build a Single Source of Truth: Orchestrate deep integrations between Salesforce, internal operations systems (Jira), and Business Intelligence tools (Looker) to centralize accounts, opportunities, contracts, and campaigns.
• Motivate with Intent: Design, implement, and govern a coherent, unified sales incentive framework that aligns supply teams with core business priorities (contracted margin, marketing fund utilization, and cost savings).
• Automate & Validate: Tie compensation directly to verified data structures within Salesforce and Looker, removing the manual spreadsheet tracking burden from sales managers and finance partners while ensuring maximum transparency.
• Empower Commercial Leaders: Partner with Analytics to develop executive dashboards showcasing pipeline dynamics, win-rates, margin yield trends, and marketing ROI.
• Prove Financial Impact: Standardize how we measure and report the tangible value delivered by the commercial team (including cost savings from disputes and debit memos) to defend and expand future organizational investment.
• Equip Sellers for Enterprise Success: Deliver the materials, competitive insights, and localized plays needed by sales teams to capture premium traveler value and win enterprise-level partnerships.

What We’re Looking For

We seek a strategic, data-driven Senior Manager of Sales Operations & Enablement who has a proven track record of moving teams from manual, ad-hoc processes to highly structured, automated sales operations models. They should understand how to translate business requirements into technical Salesforce architectures that scale, navigate matrixed organizations, and build alignment between highly contrasting teams like Legal, Compliance, Finance, and fast-moving Sales organizations.

Basic Qualifications

• Bachelor’s Degree or Military experience
• At least 6 years of sales operations or process management experience

Preferred Qualifications

• Masters or MBA degree
• 5+ years of Salesforce experience

Pay

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.

• Chicago, IL: $182,500 - $208,300 for Sr. Mgr, Business Development

Benefits

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.