Account Executive - New Business and Installed Base (Portuguese Market)

Job Description

We help the world run better
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.

ROLE DESCRIPTION

Challenge yourself by selling the intrinsic value of SAP’s software solutions to new customers. Grow your career with one of the most successful field sales organizations in the world as an Account Executive – New Business and Installed Base (Portuguese Market).

The primary responsibility of the Account Executive is to identify, develop, and close new business opportunities within the Portuguese market. This role focuses on building a strong pipeline of new and existing accounts, driving software license and cloud subscription growth through consultative and value-based selling.

As a key member of the SAP sales organization, the Account Executive will leverage SAP’s ecosystem — including presales, marketing, SDEs and partners — to maximize coverage, accelerate deal cycles, and ensure customer success. The position is results-driven, requiring a combination of strategic thinking, commercial acumen, and strong execution discipline.

EXPECTATIONS AND TASKS

• Drive new business generation by identifying and engaging with potential customers across assigned territories.
• Develop and manage a robust sales pipeline focused on new logo acquisition.
• Build and nurture trusted relationships with key stakeholders at prospect organizations.
• Execute effective prospecting strategies, including outbound calls, digital engagement, and networking activities.
• Collaborate with presales and solution experts to design proposals and demonstrations aligned with customer needs.
• Leverage partner ecosystem to expand reach and accelerate opportunities.
• Deliver accurate forecasting and pipeline reporting through SAP’s CRM tools.
• Define and execute a territory coverage strategy, ensuring strong engagement across target industries.
• Act as the single point of contact for all commercial discussions during the sales cycle.
• Maintain deep understanding of SAP’s solution portfolio and communicate its value in the context of customer challenges.
• Meet or exceed quarterly and annual sales targets through disciplined pipeline management and execution.

WORK EXPERIENCE

• 3–5 years of experience in complex B2B software or SaaS sales, with a proven record of closing new business.
• Demonstrated success in new customer acquisition, preferably within enterprise or midmarket segments.
• Experience working in multichannel go-to-market models, including direct and partner-led sales.

EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES

• Native Portuguese and fluent English (mandatory).
• Bachelor’s degree, preferably in Business Administration, IT, Engineering, or related discipline.
• Strong sales drive and ability to identify and close opportunities independently.
• Solid understanding of enterprise software and cloud solutions; SAP product knowledge is a plus.
• Excellent communication and negotiation skills, with the ability to engage at C-level.
• Proven ability to act as a trusted advisor, understanding customer challenges and aligning technology value.
• High level of autonomy, organization, and resilience in achieving results.
• Strong teamwork orientation and ability to collaborate effectively with internal and external stakeholders.
• Familiarity with the Portuguese market dynamics and business culture.

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 world.

SAP is committed to the values of Equal Employment Opportunity and provides 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: Careers@sap.com.

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.

Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability, in compliance with applicable federal, state, and local legal requirements.

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

AI Usage in the Recruitment Process

For information on the responsible use of AI in our recruitment process, please refer to our Guidelines for Ethical Usage of AI in the Recruiting Process.

Please note that any violation of these guidelines may result in disqualification from the hiring process.

Requisition ID: 441134 | Work Area: Sales | Expected Travel: 0 - 10% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid