Account Executive - New Business, Concur

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.

The Role

As an Account Executive within the UK Premier team (Lower Enterprise), you will be responsible for driving net-new customer acquisition across a defined UK territory. This role focuses on companies above £400M revenue– complex in nature, multi-stakeholder environments with international footprint.

This is a critical Account Executive role for the business. A strategic hunting role, requiring strong territory planning, value-based selling, and the ability to engage at both operational and executive levels. You will own the end-to-end sales cycle, operating as the CEO of your territory.

You will sell SAP Concur, working in close alignment with supporting functions; SAP account teams, solution advisors, partners, sales development and marketing resources.

What You’ll Do

• Own and execute a strategic territory plan aligned to UK Premier objectives, focused on £400M+ revenue accounts
• Identify net-new opportunities through proactive account targeting and multi-threaded engagement
• Drive value-led, consultative sales cycles, positioning SAP Concur as a strategic platform “the purpose of the sales process is to build a business case for change”
• Build and maintain strong executive-level relationships across Finance, Procurement, HR, IT, and Operations
• Navigate complex buying groups, longer sales cycles, and competitive enterprise environments
• Manage opportunities end-to-end: qualification, discovery, business case development, solution demonstration, negotiation, and close
• Forecast accurately and manage pipeline rigor against quarterly and annual targets
• Collaborate closely with SAP account executives, solution consultants, value engineering, and partners

What You Bring

• 5+ years of sales success (consistent track record of overachievement)
• Experience in strategic selling, closing 6-figure deals to large UK businesses.
• Experience selling cloud-based platforms, SaaS
• Hunger to acquire net-new logos and self-generate pipeline
• Ability to build strategic account plans and engage senior stakeholders
• Disciplined forecast management and CRM hygiene
• Team-first mindset with strong collaboration skills

What Sets You Apart

• A dependable overachieving sales professional
• Strategic mindset with the ability to translate business challenges into measurable outcomes
• Creativity to heighten your sales process
• Strong commercial awareness and financial acumen
• Confidence operating as a trusted advisor rather than a transactional seller
• High ownership, resilience, and consistency in execution
• Team-first mindset
• MEDDICC understanding

Meet Your Team

The UK Premier team represents SAP Concur’s strategic growth engine within the UK market. We work with organisations that expect enterprise-grade engagement while still valuing agility and innovation.

At SAP Concur, we are driven by purpose, collaboration, and a belief that great technology transforms how businesses operate and how people work. Our culture values diversity, accountability, and ambition, empowering our sellers to think strategically and build long-term customer relationships.

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: 451140 | Work Area: Sales | Expected Travel: 0 - 10% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid