Regional Sales Manager

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. We offer a highly collaborative, caring team environment with a strong focus on learning and development, recognition for your individual contributions, and a variety of benefit options for you to choose from.

About SAP Concur

SAP Concur is the world’s leading brand for integrated travel, expense, and invoice management solutions. As part of SAP, we help thousands of organizations around the globe optimize spend, improve compliance, and streamline finance processes. Our intelligent spend management solutions empower businesses to make smarter decisions and achieve better outcomes.

Role Overview

We are seeking a Regional Sales Manager to lead our Enterprise Sales team for the UK & Ireland (UK&I) .

In this critical leadership role, you will drive new business growth, expand strategic customer relationships, and lead a team of high-performing Account Executives selling to enterprise-level organizations.

This position is ideal for a results-driven, people-first sales leader with a strong track record in SaaS and enterprise sales, and a passion for coaching teams to deliver consistent revenue performance.

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

4. Sales stage (ensuring that each stage is completed before exiting to the next e.g. 25% -> 50%)

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.

​ 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 and more equitable world.
SAP is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to the values of Equal Employment Opportunity and provide 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: [email protected]
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.

EOE AA M/F/Vet/Disability:

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.
Successful candidates might be required to undergo a background verification with an external vendor.

Requisition ID: 432754 | Work Area: Sales | Expected Travel: 0 - 10% | Career Status: Management | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid.