SAP Concur- Sales Manager, General Business SMB

Key Responsibilities

• Own and deliver against team quota (approx. $1.8M+), ensuring consistent attainment across all sellers
• Provide hands-on deal coaching, with a strong focus on advancing and closing key and critical opportunities
• Guide Account Executives across a diverse deal portfolio ranging from ~$2K to $200K
• Ensure disciplined opportunity management, prioritization, and progression to meet quarterly and annual targets

Pipeline Generation & Territory Strategy

• Lead the creation of high-quality, self-generated pipeline, with a primary focus on strategic Tier 2 (CNW) accounts
• Partner with SDRs to drive strategic outreach and targeted account engagement across additional tiers
• Establish and scale repeatable prospecting motions, leveraging digital tools and data-driven insights
• Hold team accountable to consistent pipeline generation expectations (10–12 sw opportunities/month per AE)

Sales Inspection, Forecasting & KPI Management

• Drive a culture of inspection, using key sales metrics to assess performance, identify gaps, and inform coaching strategies
• Deliver accurate and timely forecasts through disciplined pipeline analysis and opportunity validation
• Identify individual and team trends to improve overall execution and predictability

Talent Management: Hiring, Coaching & Development

• Recruit, onboard, and develop high-performing Account Executives across the General Business segment
• Foster a coaching culture focused on skill development across both strategic and transactional selling motions
• Build individualized development plans and actively mentor sellers to achieve sustained performance

Operational Excellence & Accountability

• Establish clear operating rhythms, prioritization frameworks, and performance expectations
• Hold team accountable to sales standards, best practices, and activity metrics
• Effectively manage competing priorities in a fast-paced, high-demand environment

Cross-Functional Leadership

• Collaborate closely with Sales Development, Marketing, Customer Success, and other internal stakeholders
• Align team execution with broader business priorities and go-to-market strategies
• Drive coordinated account strategies and execution across internal teams