SAP Concur: Senior Account Executive, Acquisitions

SAP SE; Toronto; On-site; CAD 170,000 - 382,000; Full time

Job summary

An international software corporation is hiring for the position of Senior Account Executive, Acquisitions in Toronto, Ontario. This role focuses on managing prospect relationships and developing new business opportunities while ensuring pipeline integrity. Successful candidates will possess at least 3 years of B2B sales experience, especially in complex software sales. The compensation range for this position is competitive, reflecting skills and experience. Join a dynamic team to help drive business success.

Benefits

Health benefits

Annual compensation incentives

Learning and development opportunities

Qualifications

• Minimum 3 years in a B2B net new revenue role.
• Proven success in sales of complex business software.
• Demonstrated ability to handle large transactions.
• Strong negotiation skills in renewals and up-sells.
• Exceptional verbal and non-verbal communication.

Responsibilities

• Own prospect accounts and develop new business opportunities.
• Create and maintain pipeline management for sales funnel.
• Leverage internal resources for demand generation.
• Identify stakeholders in complex buying situations.
• Maintain pipeline information within CRM systems.

Skills

B2B net new revenue experience

Complex software sales

Negotiation skills

Communication skills

Strategic thinking

Executive presence

Tools

CRM systems

Job description

SAP Concur: Senior Account Executive, Acquisitions

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 Account Executive (AE) role empowers prospects to achieve their full potential by strategically positioning SAP Concur solutions to address their unique business challenges and lay a strong foundation for future success. The role includes the following key aspects:

Prospect Relationship Management

• Serve as the end‑to‑end owner of prospect accounts, finding and developing new business opportunities.
• Develop and execute strategic plans to ensure sustainable growth and achieve/exceed revenue targets.
• Gain a comprehensive understanding of each prospect’s technology landscape, strategic goals and competitive environment.

Demand Generation, Pipeline, and Opportunity Management

• Create & maintain pipeline management, ensuring a healthy and advancing sales funnel from a book of net new prospects.
• Develop and execute strategic prospecting plans to ensure a healthy and advancing sales funnel, as the AE is fully responsible for pipeline management.
• Leverage internal resources, including marketing, sales development and partner channels to drive demand and manage opportunities.
• Utilize SAP Concur’s solution to effectively address prospect needs in the IT/finance personas.
• Identify stakeholders in complex buying cycles.
• Orchestrate and deploy appropriate teams to ensure successful sales outcomes, embodying the "OneSAP" approach.
• Stay informed about SAP Concur’s competition and position solutions effectively against them.
• Maintain accurate prospect and pipeline information within CRM systems.

What you bring:

• Minimum 3 years of experience in B2B net new revenue role.
• Proven success in complex business software and IT solution sales, especially in mid‑market prospecting.
• Demonstrated ability to handle large transactions and lengthy sales campaigns in a fast‑paced, competitive market.
• Strong negotiation skills and experience in renewals, expansions, and up‑sells of subscription‑based solutions.
• Exceptional communication, both verbal and non‑verbal.
• Strategic thinking with a high degree of creativity and innovation.
• Strong executive presence and results‑driven mindset.
• Ability to work across multiple teams within a matrix organization.

Meet our team:

• Join a highly motivated team with a deep understanding of SAP Concur’s solution portfolio.
• Engage in collaborative work with SAP Concur leadership to drive prospect acquisition.
• Leverage your expertise while working in a dynamic and challenging environment at the forefront of SAP Concur’s customer engagements.

Benefits & Compensation

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 170,200-381,200 CAD. 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.

A summary of benefits and eligibility requirements can be found by clicking this link: www.SAPNorthAmericaBenefits.com.

Due to the nature of the role, which involves global interactions with SAP entities, as well as with employees and stakeholders in Canada, functional proficiency in English is required for positions based in the Quebec.

Equal Employment Opportunity

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: [e-mail].

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

SAP believes the value of pay transparency contributes towards an honest and supportive culture and is a significant step towards 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 170,200-381,200 CAD. 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. A summary of benefits and eligibility requirements can be found by clicking this link: www.SAPNorthAmericaBenefits.com.

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