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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.
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
