Franchise Operationalization Lead, Revenue Operations

Job Description

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.

Role Description:

Position reports to the Head of Revenue Operations. We are seeking a dynamic and results-oriented leader to join our Revenue Operations team as the Franchise Operationalization Lead globally with a specific focus on the Americas. This role will focus on resetting how we operationalize the GTM franchise - bringing greater clarity, consistency, and executional alignment across the region.

In this position, you will drive cross-functional programs that improve discipline, elevate the seller experience, and enable scalable, predictable growth. You will partner closely across a variety of teams to ensure strategic priorities are translated into effective, repeatable execution.

What you will do:

GTM Franchise

• Oversee the GTM franchise operational reset globally with a focus in the Americas, ensuring alignment with global priorities.

• Lead essential initiatives that enhance performance, including pipeline management, territory alignment, forecasting, and sales engagement

• Identify and address operational gaps throughout the customer journey by enhancing tools, processes, and governance

• Advise regional Sales and Operations leaders to ensure consistent business operations
• Work closely with Global Process Executives (GPE) within the Ops Excellence & Planning team in rolling out franchise processes within the Region
• Act as a bridge between and create a feedback loop between Regional Process Executives (RPE) and GPE to drive evolution and execution of the franchise in the Region

Strategy to Execution

• Translate strategic objectives into clear operational strategies, frameworks, and execution plans.
• Act as a crucial liaison between regional and global teams to ensure alignment across the franchise.
• Apply a structured, programmatic approach to drive success.
• Ensure that operational strategies are adaptable and resilient, capable of responding to evolving market conditions and emerging opportunities.

What you will bring:

Education & Experience

• Bachelor’s degree in business administration, Finance, Operations, or related field (Master’s degree preferred).
• 15+ years of experience in Revenue Operations, GTM Strategy, or related fields

• Deep understanding of how to translate strategy into scalable execution
• Proven track record of driving cross-functional initiatives and influencing senior stakeholders
• Strong program management, problem-solving, and communication skills
• Comfortable working through ambiguity with a proactive, solution-oriented approach
• Ability to benchmark and adapt processes to remain industry-leading and responsive to market changes
• Well-versed in optimizing standardized, scalable processes to enhance efficiency and performance
• Extensive experience in GTM planning as well as both SAP and other software experience

Skills & Competencies

• Strategic Planning: Ability to translate high-level strategic objectives into clear, actionable operational strategies, frameworks, and plans.
• Cross-functional Leadership: Experience leading and driving cross-functional initiatives, ensuring alignment between regional and global teams.
• Operational Excellence: Strong skills in designing, implementing, and optimizing standardized, scalable processes to enhance efficiency and performance.
• Pipeline Management: Expertise in overseeing and managing the sales pipeline, ensuring effective territory alignment, accurate forecasting, and robust sales engagement.
• Problem-solving: Proficiency in identifying and addressing operational gaps, enhancing tools, processes, and governance to improve the customer journey.
• Program Management: Capability to apply a structured, programmatic approach to drive success and ensure operational strategies are adaptable and resilient.
• Communication: Strong communication skills to act as a liaison between regional and global teams, advising regional Sales and Operations leaders for consistent business operations.
• Benchmarking and Adaptability: Ability to benchmark against external high-performing organizations and ensure processes remain industry-leading and adaptable to evolving conditions.
• Business Acumen: Deep understanding of business operations, enabling the identification of inefficiencies and the establishment of frameworks for process automation, simplification, and optimization.
• Stakeholder Management: Proven experience in influencing and working with senior stakeholders to drive cross-functional collaboration and streamline operations.

Preferred Qualifications:

• Experience in Customer Success, GTM Operations or Revenue Operations in a global setting.
• Familiarity with SAP product, CRM systems and SaaS business models.
• Demonstrated success in driving operationsl automation and continuous process improvement.

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 are ethical and compliant

Our leadership credo: Do what’s right. Make SAP better for generations to come. We believe that great leadership extends far beyond the mere pursuit of business goals. We value and foster leadership that is driven with purpose and integrity. Our leaders are role models who uphold SAP’s values and shape SAP’s culture of integrity, by demonstrating and championing ethical and compliant behavior towards all stakeholders.

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: 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.

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.

Compensation Range Transparency

SAP believes the value of pay transparency contributes towards an honest and supportive culture and is a significant step toward demonstrating SAP’s commitment to pay equity. SAP provides the annualized compensation range inclusive of base salary and variable incentive target for the career level applicable to the posted role. The targeted combined range for this position is 336400 - 572000 USD. The actual amount to be offered to the successful candidate will be within that range, dependent upon the key aspects of each case which may include education, skills, experience, scope of the role, location, etc. as determined through the selection process. Any SAP variable incentive includes a targeted dollar amount and any actual payout amount is dependent on company and personal performance. Please reference this link for a summary of SAP benefits and eligibility requirements: SAP North America Benefits.