SAP Concur- Director of Commercial Operations

SAP Concur- Director of Commercial Operations 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.

Job Overview

Join the Worldwide Leader in Corporate Travel & Expense Management Services as a Director of Commercial Operations, SAP Concur Compleat. SAP Concur is the world's leading provider of business services that automate Corporate Expense Management. Established in 1993, Concur's solutions are used in over 90 countries around the world and are trusted by more organizations than any other provider of Expense Management solutions.

The Director of Commercial Operations will lead the commercial business for SAP Concur's mid‑office automation solution, Compleat, supporting Travel Management Company (TMC) customers. This role drives revenue growth by formulating commercial strategy, overseeing governance and sales operations, collaborating with TMC Partner Business Managers on customer acquisition and onboarding, managing contract lifecycle (including negotiations, renewals, tier‑ups, and extensions), and delivering data‑driven insights through dashboards and reporting.

Key Responsibilities

Formulate and execute the commercial strategy for Compleat, aligning with SAP Concur's broader business objectives to maximize revenue from TMC customers.

Oversee commercial governance, sales operations, and end-to-end deal lifecycle processes, including scalable frameworks for efficient execution.

Partner closely with TMC Partner Business Managers to sell and onboard new TMC customers, ensuring seamless integration of Compleat's mid‑office automation capabilities.

Lead contract negotiations, renewals, tier‑ups, and extensions for new and existing agreements, driving stakeholder alignment and risk mitigation.

Design, implement, and maintain dashboards and reporting tools to monitor KPIs, revenue forecasting, program metrics, and performance insights for leadership updates.

Collaborate cross‑functionally with sales, customer success, services, marketing, and product teams to optimize processes, adoption, and operational efficiencies.

Drive process optimization, change management, and strategic initiatives to support global TMC expansion and Compleat adoption.

Qualifications & Experience

10+ years of experience in commercial operations, sales strategy, GTM enablement, or revenue operations, with proven success in SaaS or enterprise software environments.

Deep expertise in SAP Concur solutions, mid‑office automation, or travel/expense management technologies; familiarity with TMC ecosystems highly preferred.

Strong track record in contract management, deal execution, and cross‑functional leadership across sales, partner management, and executive stakeholders.

Proficiency in data analytics and reporting, including dashboard creation (e.g., using BI tools) for revenue forecasting, KPIs, and operational metrics.

Excellent strategic planning and problem‑solving skills, with ability to thrive in ambiguous, fast‑paced settings and build scalable processes.

Demonstrated experience in partner ecosystem management, customer onboarding, and driving commercial growth in B2B SaaS.

Bachelor's degree in Business, Finance, or related field; MBA or advanced certification a plus.

Critical Performance Competencies

Analytical mindset with expertise in process optimization, automation, and technology integration.

Exceptional communication skills for engaging executives, technical teams, and global partners.

Proactive leader with a systems‑oriented approach to governance, compliance, and profitability.

Executive Presence: Polished communicator capable of presenting to and influencing VP and C‑level decision makers.

Results Oriented: Unwavering focus on the bottom line—driving revenue, increasing win rates, and accelerating pipeline.

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.

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