SAP Concur- Sales Manager, General Business SMB

SAP Concur
- Sales Manager, General Business SMB

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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 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 work.

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.

• 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

• 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)
• 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

• 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

• 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

• 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

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

• 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

• 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

• Consultative sales approach aligned with customer value outcomes
• Strong analytical…