Sales Development Executive Supervisor for Human Capital Management (HCM)

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.

Digital Function:

Digital Sales Development supports sales execution by generating high-quality pipeline through scalable digital demand generation and strong collaboration across Marketing, Partners, and Sales.
The team follows a Digital-first and One Pipeline execution model, focusing on accelerating pipeline creation, maturation, and conversion while ensuring alignment across all demand sources.

Digital Role:

The Sales Development Executive (SDE) Manager – HCM leads and manages the team of SDEs dedicated to the HCM Line of Business, driving high-quality pipeline generation through digital demand generation, qualification, and opportunity progression across assigned territories.

This role ensures that demand generation strategies are fully aligned with HCM priorities and territory needs, enabling consistent and scalable pipeline creation. The SDE Manager drives strong execution of pipeline generation and maturation, fosters alignment across stakeholders, and enforces disciplined pipeline management to maximize conversion and business impact in a high-volume, fast-paced digital environment.

Responsibilities & Tasks:

1. Quality Demand Generation & Handover Volume

• Lead the team to deliver the annual HCM target by generating high-quality demand that converts into AE/TEM-accepted opportunities.
• Drive pipeline generation across multiple sources: SDE-sourced, Marketing-nurtured, and Partner-nurtured opportunities.
• Ensure high standards of qualification (8C) and readiness before handover.
• Maintain a strong focus on quality over volume, ensuring pipeline converts into bookings.

2. Stakeholder Alignment, Collaboration & Visibility

• Build strong, trust-based relationships with Sales, Marketing, Partners, and Demand stakeholders.
• Ensure alignment on priorities, campaigns, and HCM pipeline strategy across territories.

• Provide visibility to HCM Line of business leadership and stakeholders across LAC on pipeline performance, insights, and progress.
• Foster a One Pipeline mindset, promoting collaboration across all demand sources.
• Act as a key ambassador of the Digital-first approach, driving adoption and integration across teams.

3. Pipeline Discipline & Opportunity Progression

• Ensure disciplined pipeline management and strong execution across all opportunities.
• Proactively monitor pipeline (SDE, Marketing, Partner) to identify acceleration opportunities and drive progression to Handover (Phase D – Evaluate - CRM).
• Ensure opportunities remain healthy, progressing within expected timelines and quality standards.
• Promote proper deal qualification, scoring, and CRM hygiene across the team.
• Drive engagement with stalled opportunities, requalification, and clear Go/No-Go decisions.

4. Team Leadership & Execution Excellence

• Lead, coach, and develop a high-performing SDE team focused on pipeline generation and progression.
• Drive a culture of accountability, collaboration, and continuous improvement.
• Ensure adoption of digital tools, assets, and scalable demand generation practices.
• Align team execution with regional and global programs and priorities.

Qualifications

Education, Experience & Training required:

• University degree
• Strong experience in Sales Development, Demand Generation, or Digital Sales, ideally within SAP or enterprise software
• Proven experience leading teams in a high-volume, KPI-driven environment
• Strong understanding of pipeline management, qualification methodologies, and sales processes
• Experience working in cross-functional environments (Sales, Marketing, Partners)
• Strong leadership, communication, and stakeholder management skills

Location:

Based in Buenos Aires, Argentina

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: 450169 | Work Area: Sales | Expected Travel: 0 - 10% | Career Status: Management | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid