Key Responsibilities
- Lead the Enterprise Sales team across the UK&I region to achieve and exceed quarterly and annual revenue targets as well as quarterly pipeline targets
- Coach, mentor, and develop a team of Enterprise Account Executives, ensuring high performance and continuous growth.
- Define and execute regional go-to-market strategies , tailored to the UK&I enterprise landscape.
- Establish and grow relationships with C-level stakeholders at prospective and existing enterprise clients.
- Collaborate cross-functionally with marketing, solution consulting, customer success, and SAP ecosystem partners to drive pipeline and close complex deals.
- Maintain disciplined pipeline management and forecasting using Salesforce and SAP tools, ensuring accuracy and accountability.
- Recruit and onboard top sales talent , fostering a culture of excellence, inclusion, and continuous improvement.
- Represent SAP Concur at key industry events, client meetings, and internal forums as a thought leader and brand ambassador.
Tasks (not exhaustive)
- Running regular (weekly) team meetings
- Running regular (weekly) 121s with the individual contributors in the team
- Ensuring that SFDC is updated in a timely and consistent manner across the team and that, as a minimum the following six fields against an opportunity are always up to date.
1. Value
2. Close Date
3. Forecast category
5. OPP Trend
6. Last Next steps
- Ensuring that BMWs (Forecasts) are completed each week
- Coach on deals and selling strategies
- Mentor team members where needed
- Liaise with all other teams in a professional and collaborative manner
- Help build and grow pipeline
- Track pipeline and PG in line with the team and individuals close won ratio to ensure enough pipeline coverage is attained per rep
- Validate the pipeline quality
- Report and forecast accurately to UKI Leader on a weekly basis
- Attend and actively participate in forecast planning meetings
Ideal Candidate Profile
- Minimum 8 years of enterprise B2B sales experience , including 3+ years in a direct leadership role within the SaaS or software industry.
- Strong knowledge of the UK&I enterprise market , ideally selling into finance, procurement, HR and/ or operations functions.
- Proven ability to lead teams through complex, multi-stakeholder sales cycles with high ARR
- Experience with value-based selling methodologies (e.g., MEDDPICC, Challenger, SPIN).
- Strategic thinker with the ability to translate data into actionable sales plans .
- Commercially minded with a passion for customer success and team development.
- Strong executive presence and excellent interpersonal communication skills.
- Proficiency in CRM and forecasting tools such as Salesforce.com .
Why SAP Concur?
- Work within a global SAP ecosystem that supports innovation, inclusion, and integrity.
- Sell market-leading, mission-critical solutions that truly transform how enterprises manage spend.
- Be part of a collaborative and people-first culture , where growth and performance go hand in hand.
- Enjoy a competitive base salary, uncapped commission , and a robust benefits package.
- Accelerate your career through world-class learning, mentorship, and mobility opportunities within SAP.
We win with inclusion
Successful candidates might be required to undergo a background verification with an external vendor.
Job Segment:Regional Manager, Sales Management, Manager, ERP, Management, Sales, Technology