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About the Role

SAP Concur is seeking a Director of Client Marketing to lead growth across our North America install base (US and Canada) — a critical driver of revenue expansion, customer retention and advocacy and long-term value.

This role is responsible for driving retention, expansion, and pipeline growth across the customer base — a critical lever for cross-sell and long-term revenue growth. You will define and execute a segmented data-drive growth strategy in close partnership with Sales, Client Success, and Product Marketing, ensuring marketing investment translates directly into measurable business outcomes.

This is a high-impact leadership role with direct influence on pipeline performance, conversion efficiency, and the overall growth strategy for the North America business.

Key Responsibilities

Drive Pipeline & Growth

Own marketing contribution to Client pipeline and revenue across North America
Deliver against quarterly targets with clear pacing, performance tracking, and recovery plans
Improve conversion rates and pipeline quality through more targeted, insight-led engagement

Define Client Marketing Strategy

Build and execute a segmented growth strategy based on account value, lifecycle stage, and propensity
Identify and prioritize expansion opportunities across the customer base
Develop repeatable plays that scale across segments and regions

Lead Integrated Execution

Orchestrate corporate and local programs across digital, events, lifecycle, and ABM channels
Balance strategic leadership with hands-on involvement - stepping in to unblock execution, pressure-test thinking, or accelerate delivery when needed.
Partner with shared services and digital teams to scale impact

Cross-Functional Leadership

Serve as a member of the North America Marketing leadership team, contributing to overall segment strategy, planning, and performance discussions
Partner closely with Sales and Client Success to align on account priorities, expansion strategies, and pipeline goals
Work in close partnership with New Business Marketing to ensure the voice of the customer is embedded in prospect-facing programs and messaging
Collaborate across SAP Concur and SAP Marketing teams to drive alignment, share insights, and scale high-impact programs

Build Performance Discipline

Establish clear KPIs across pipeline, conversion, and ROI
Improve forecast accuracy and pipeline predictability
Use data and insights to continuously optimize performance

Lead and Develop a Team

Lead and evolve a team of marketers focused on execution, performance, and growth across the customer lifecycle
Coach and develop talent to operate at the next level
Foster a culture of accountability, ownership, and continuous improvement

What Success Looks Like

Own delivery of both marketing-influenced and discrete pipeline within quarterly targets, with clear accountability for pacing, gaps, and recovery actions
Demonstrate strong commercial acumen by linking marketing activity directly to pipeline, conversion, and revenue outcomes — not just engagement metrics
Improve conversion performance across the funnel (engagement → pipeline → revenue), driving higher-quality, more efficient growth
Increase expansion revenue and multi-product adoption through targeted, insight-led strategies across the install base
Bring a business-first mindset to decision-making, prioritizing investment based on impact, efficiency, and return
Build strong alignment with Sales and Client Success, reflected in shared ownership of pipeline creation, progression, and close
Establish scalable, repeatable growth plays that balance targeted engagement with efficiency and can be deployed across segments

What You Bring

8–12+ years of experience in B2B SaaS growth marketing, with exposure to customer or lifecycle marketing
Experience owning or contributing to pipeline and revenue outcomes
Strong understanding of account-based and lifecycle marketing strategies
Ability to operate effectively in a matrixed, cross-functional environment
Analytical mindset with the ability to translate data into action
Experience leading or mentoring teams

Why This Role

This role offers the opportunity to:

Lead growth across one of SAP Concur’s most valuable customer segments
Operate at the intersection of Marketing, Sales, and Customer Success
Build and scale a modern client marketing engine
Step into a highly visible leadership role with meaningful business impact

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 142,500 - 327,100 USD. 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: 452407 | Work Area: Marketing | Expected Travel: 0 - 10% | Career Status: Management | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid

SAP North America

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