Head of AI GTM for Latin America & Caribbean

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.

What you'll do:

The Head of AI GTM for Latin America & Caribbean (LAC) is a senior, high-impact leader responsible for driving measurable Business AI revenue and consumption outcomes across SAP's enterprise customer base throughout the entire LAC region. This role oversees the full commercial motion for SAP's Business AI portfolio — from demand creation through pipeline maturation and forecast delivery — while orchestrating cross-functional experts to build compelling, high-value proposals for SAP's premium AI use cases. As the single point of accountability for Business AI commercial performance across LAC, this leader oversees business execution in every market within the region, ensuring consistent strategy, local relevance, and unified revenue performance from Mexico to the Southern Cone and across the Caribbean.

Owning Demand, Pipeline & Forecast for Business AI

• Own end-to-end demand generation, pipeline health, and revenue forecast for Business AI across the full LAC region
• Track, manage, and report pipeline coverage and conversion metrics with rigor, driving accountability across all LAC sales teams and market units
• Execute account-level GTM strategies that translate AI market opportunity into qualified pipeline across diverse LAC markets
• Proactively identify and close pipeline gaps through targeted campaigns, executive engagements, and field activation
• Serve as the single point of accountability for Business AI commercial performance across the entire LAC region

Designing and Maturing Strategic AI Opportunities

• Lead the design of complex, multi-solution Business AI opportunities from initial discovery through executive business case development
• Qualify and mature strategic deals by mapping customer business priorities to SAP's premium AI portfolio and quantifying value
• Facilitate AI Discovery Workshops and C-level engagements to accelerate deal progression and expand deal scope
• Build and evolve customer AI roadmaps that anchor long-term SAP commitment and create expansion opportunities
• Apply industry reference architecture and business process expertise to shape differentiated, defensible AI solution designs across LAC's key verticals and industries

Orchestrating Experts to Win Premium AI Deals

• Act as the deal quarterback — assembling and directing the right mix of presales, solution management, consulting, and partner experts to build winning proposals for SAP's premium AI use cases
• Drive proposal quality and strategic narrative for marquee accounts across LAC, ensuring alignment between customer priorities and SAP's AI value proposition
• Coordinate across SAP's Business AI ecosystem to deliver integrated, high-impact responses to complex customer requirements
• Engage SAP's executive and partner network to accelerate deal closure on strategic AI opportunities throughout the region

Activating the Field and Building AI Revenue Culture

• Enable and activate LAC sales teams through ongoing commercial coaching, office hours, and deal strategy sessions
• Lead quarterly business reviews and account planning across all LAC market units, with a sharp focus on AI pipeline growth and forecast accuracy
• Build and leverage a professional network across LAC markets to generate pipeline and uncover new AI revenue opportunities
• Champion adoption of SAP's premium AI portfolio, ensuring sales teams across the region can confidently position and close Business AI solutions

What you bring:

• Proven track record of delivering pipeline and revenue targets in enterprise software sales across Latin America and/or Caribbean markets, with direct accountability for forecast
• Strong understanding of AI in a business context — both technical concepts and commercial applications — with experience positioning AI solutions to large enterprises
• Experience overseeing business execution across a broad, geographically diverse region, with the ability to adapt GTM strategies to varying market maturity levels and local business cultures
• Experience orchestrating cross-functional teams (presales, solution management, consulting, partners) to execute complex, high-value deals
• Ability to design and structure strategic AI opportunities from early qualification through close, including executive business case development
• Familiarity with enterprise software sales cycles, CRM pipeline management, and AI commercial models
• Proven leadership in driving urgency and execution across matrixed, multi-country organizations
• Professional network across LAC markets capable of generating pipeline and influencing customer decisions
• Full professional fluency in Spanish and Portuguese is essential; fluency in English is also required
• Bachelor's degree or equivalent required; advanced degree is an asset

Meet your team:

The AI GTM team is SAP's execution engine for Business AI revenue growth. We move fast, hold ourselves accountable to pipeline and forecast outcomes, and bring together the best of SAP's AI expertise to win in the market. We operate as deal architects and field activators — shaping the biggest AI opportunities while enabling the broader sales organization to compete and close with confidence.

We are passionate about translating SAP's AI innovation into tangible customer outcomes and measurable business results across one of the world's most dynamic and diverse regions. If you thrive in a role where ownership, execution, and regional impact are the measures of success, this is where you belong.

Candidates will be required to work 3 days per week in office or client site per SAP's Pledge to Flex policy. Relocation benefits and visa sponsorship are not available for this role.

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: 453164 | Work Area: Presales | Expected Travel: 0 - 10% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid