We help the world run betterAt 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.
