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.

Preferred location(s):

Vancouver, BC, Canada

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.

SAP believes the value of pay transparency contributes towards an honest and supportive culture and is a significant step toward 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 187700-399600CAD. 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.

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: 451449 | Work Area: Sales | Expected Travel: 0 - 10% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid