Do you anticipate an increase or decrease in the size of the sales team at SAP Concur within the upcoming year?

Question

Accepted Answer

It seems like they've shifted to a more customer success focused strategy vs net new sales so I would lean to decrease especially if interest rates stay high

Answer

Given that it is early January, headcount planning has already been done for this FY, that is usually done in Oct-Dec of previous FY. The most likely changes will be that New Business sales reps are "promoted" to Client Sales/Expansion teams. If you are looking to join Concur as an external hire, your best bet is to look out for a Small Business Account Executive (new business) or Key Client Sales (expansion/client sales) role and work the vertical promotion ladder internally from there. The odds of a new role opening for anything outside of that seems very low. Concur (and SAP as a whole) has a very strong promote from within culture ("One SAP"). If anything, the number of new business sales role might slightly decrease, but would most likely just be shifted from a new business headcount to a client sales rep headcount (since headcount/budgeting has already happened for FY from SAP).

Answer

There will be a decrease in new business headcount in the enterprise team due to the low number of enterprises sized accounts in the territory’s

Answer

Expect that the sales team's size will continue to decrease slowly in the short term.

For example, the Mid-Market new business sales team endured a ~15% headcount RIF in January 2024.

Answer

It appears there will be more of a shift to client sales teams and headcount will be reduced in the enterprise net new logo team. A lot of prospecting accounts are moving to SMB.

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Anonymous Q&A

Do you anticipate an increase or decrease in the size of the sales team at SAP Concur within the upcoming year?