Job Description

We help the world run better
At SAP, we keep it simple: you bring your best to us, and we'll bring out the best in you. We're builders touching over 20 industries and 80% of global commerce, and we need your unique talents to help shape what's next. The work is challenging – but it matters. You'll find a place where you can be yourself, prioritize your wellbeing, and truly belong. What's in it for you? Constant learning, skill growth, great benefits, and a team that wants you to grow and succeed.

We help the world run better

At SAP, we enable you to bring out your best. Our company culture is focused on collaboration and a shared passion to help the world run better. How? We focus every day on building the foundation for tomorrow and creating a workplace that embraces differences, values flexibility, and is aligned to our purpose-driven and future-focused work.

SAP Concur is the industry-leading solution for integrated travel, expense, and invoice management. As a General Business Sales Manager, you will play a critical leadership role in driving growth, developing talent, and executing our go-to-market strategy across a diverse, high-velocity new business sales segment.

What you’ll do

The General Business Sales Manager is responsible for leading a team of Account Executives to achieve revenue targets, drive pipeline creation, and execute complex deal strategies across transactional and strategic opportunities.

Key Responsibilities

Drive Revenue & Deal Execution

• Own and deliver against team quota (approx. $1.8M+), ensuring consistent attainment across all sellers
• Provide hands-on deal coaching, with a strong focus on advancing and closing key and critical opportunities
• Guide Account Executives across a diverse deal portfolio ranging from ~$2K to $200K
• Ensure disciplined opportunity management, prioritization, and progression to meet quarterly and annual targets

Pipeline Generation & Territory Strategy

• Lead the creation of high-quality, self-generated pipeline, with a primary focus on strategic Tier 2 (CNW) accounts
• Partner with SDRs to drive strategic outreach and targeted account engagement across additional tiers
• Establish and scale repeatable prospecting motions, leveraging digital tools and data-driven insights
• Hold team accountable to consistent pipeline generation expectations (10–12 sw opportunities/month per AE)

Sales Inspection, Forecasting & KPI Management

• Drive a culture of inspection, using key sales metrics to assess performance, identify gaps, and inform coaching strategies
• Deliver accurate and timely forecasts through disciplined pipeline analysis and opportunity validation
• Identify individual and team trends to improve overall execution and predictability

Talent Management: Hiring, Coaching & Development

• Recruit, onboard, and develop high-performing Account Executives across the General Business segment
• Foster a coaching culture focused on skill development across both strategic and transactional selling motions
• Build individualized development plans and actively mentor sellers to achieve sustained performance

Operational Excellence & Accountability

• Establish clear operating rhythms, prioritization frameworks, and performance expectations
• Hold team accountable to sales standards, best practices, and activity metrics
• Effectively manage competing priorities in a fast-paced, high-demand environment

Cross-Functional Leadership

• Collaborate closely with Sales Development, Marketing, Customer Success, and other internal stakeholders
• Align team execution with broader business priorities and go-to-market strategies
• Drive coordinated account strategies and execution across internal teams

What you bring

We are looking for a highly driven, strategic, and people-focused sales leader who thrives in a dynamic, performance-oriented environment.

Experience & Qualifications

• Proven success leading quota-carrying sales teams in a B2B SaaS environment
• Demonstrated ability to drive consistent revenue attainment and forecast accuracy
• Experience managing complex sales cycles alongside high-velocity transactional deals
• Strong track record of building and developing high-performing teams
• Experience leveraging data, KPIs, and CRM/Outreach tools to drive performance and accountability

Core Competencies

• Sales Leadership: Strong ability to drive results through others, with a focus on execution and accountability
• Coaching Mindset: Passion for developing talent and improving individual and team performance
• Strategic Thinking: Ability to define and operationalize effective go-to-market strategies
• Pipeline Builder: Proven success in driving self-generated pipeline and scalable prospecting motions
• Business Acumen & Executive Presence: Confident communicator with strong decision-making capabilities
• Collaboration: Team-oriented leader who builds strong cross-functional relationships
• Adaptability: Thrives in a changing, fast-paced environment with competing priorities
• Resilience & Discipline: Maintains focus and performance under pressure

Preferred Skills & Attributes

• Consultative sales approach aligned with customer value outcomes
• Strong analytical skills with the ability to validate pipeline health and opportunity quality
• Resourceful and proactive—able to navigate ambiguity and leverage available support effectively
• High emotional intelligence, with demonstrated empathy in leadership and customer engagement
• Curious mindset with strong questioning and discovery skills
• Exceptional communication and organizational abilities

Additional Expectations

• High availability and engagement to support team success in a demanding, fast-paced sales environment
• Strong commitment to prioritization, accountability, and execution rigor
• Demonstrated passion for leadership and a clear desire to grow within SAP

Meet your team

You will lead a team of approximately 7 Account Executives within the General Business segment, focused on driving growth across a broad and diverse customer base. This role partners closely with Sales Development Representatives and cross-functional teams to execute a scalable and repeatable growth strategy.

Bring out your best
SAP innovations help more than four hundred thousand customers worldwide work together more efficiently and use business insight more effectively. Originally known for leadership in enterprise resource planning (ERP) software, SAP has evolved to become a market leader in end-to-end business application software and related services for database, analytics, intelligent technologies, and experience management. As a cloud company with two hundred million users and more than one hundred thousand employees worldwide, we are purpose-driven and future-focused, with a highly collaborative team ethic and commitment to personal development. Whether connecting global industries, people, or platforms, we help ensure every challenge gets the solution it deserves. At SAP, you can bring out your best.

We win with inclusion
SAP’s culture of inclusion, focus on health and well-being, and flexible working models help ensure that everyone – regardless of background – feels included and can run at their best. At SAP, we believe we are made stronger by the unique capabilities and qualities that each person brings to our company, and we invest in our employees to inspire confidence and help everyone realize their full potential. We ultimately believe in unleashing all talent and creating a better world.

SAP is committed to the values of Equal Employment Opportunity and provides accessibility accommodations to applicants with physical and/or mental disabilities. If you are interested in applying for employment with SAP and are in need of accommodation or special assistance to navigate our website or to complete your application, please send an e-mail with your request to Recruiting Operations Team: Careers@sap.com.

For SAP employees: Only permanent roles are eligible for the SAP Employee Referral Program, according to the eligibility rules set in the SAP Referral Policy. Specific conditions may apply for roles in Vocational Training.

Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, age, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability.

Compensation Range Transparency SAP believes the value of pay transparency contributes towards an honest and supportive culture and is a significant step toward demonstrating SAP’s commitment to pay equity. SAP provides the annualized compensation range inclusive of base salary and variable incentive target for the career level applicable to the posted role. The targeted annual combined range for this position is 256400-529000USD The actual amount to be offered to the successful candidate will be within that range, dependent upon the key aspects of each case which may include education, skills, experience, scope of the role, location, etc. as determined through the selection process. Any SAP variable incentive includes a targeted dollar amount and any actual payout amount is dependent on company and personal performance. Please reference this link for a summary of SAP benefits and eligibility requirements: SAP North America Benefits

AI Usage in the Recruitment Process

For information on the responsible use of AI in our recruitment process, please refer to our Guidelines for Ethical Usage of AI in the Recruiting Process

Please note that any violation of these guidelines may result in disqualification from the hiring process.

Requisition ID: 455565 | Work Area: Sales | Expected Travel: 0 - 10% | Career Status: Management | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid