SAP NS2 Mid-Market Account Executive

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.

COMPANY DESCRIPTION

SAP National Security Services, Inc. (SAP NS2) is an independent U.S. subsidiary of SAP, delivering SAP's world-class enterprise software, secure cloud solutions, and advanced analytics to U.S. national security, defense, and other highly regulated customers. NS2 solutions are engineered, operated, and supported entirely by U.S. persons on U.S. soil, meeting the most stringent security and compliance requirements — including FedRAMP, IL4/IL5, and ITAR — so our customers can run mission-critical operations with confidence. Must be a US Citizen; this position requires access to customer data. All internals must have Manager’s approval to transfer. Location: Newtown Square or Herndon, VA (hybrid) Travel: Up to 40% The Role We are seeking a driven, self-directed Mid-Market Account Executive to grow SAP NS2's footprint across mid-sized aerospace & defense contractors, government systems integrators, and other security-conscious commercial organizations. You will own the full sales cycle — from territory planning and pipeline generation through negotiation and close — selling secure cloud ERP (S/4HANA), analytics, data management, and related NS2 solutions. This is a high-velocity, high-autonomy role: mid-market deals move faster than large federal captures, and you'll manage a broad territory of named accounts with meaningful expansion whitespace. What You’ll Do Own and exceed an annual software and cloud revenue quota across a defined territory of mid-market accounts (typically $50M–$1B revenue organizations in the defense industrial base and regulated industries) Develop territory and account plans that map NS2's secure cloud portfolio to customer mission, compliance (CMMC, ITAR, DFARS), and modernization priorities Lead discovery, orchestrate value-based demonstrations with presales engineers, and build business cases with executive stakeholders (CFO, CIO, CISO, program leadership) Navigate procurement paths common to the defense ecosystem, including direct commercial sales, GSA schedules, and teaming with systems integrators and resellers Manage accurate forecasting, opportunity hygiene, and deal progression in CRM with weekly cadence Represent SAP NS2 at industry events, trade shows, and partner forums Collaborate with customer success and services teams to ensure strong adoption, renewal, and expansion outcomes What You Bring Required 5+ years of quota-carrying B2B software sales experience, with at least 2 years selling SaaS/cloud or enterprise applications (ERP, analytics, data platforms, or adjacent) Demonstrated track record of consistent quota attainment and full-cycle deal ownership (prospect to close) Experience selling into regulated, security-conscious, or public-sector-adjacent markets (defense industrial base, aerospace, federal contractors, critical infrastructure) Strong executive presence with the ability to communicate business value to both technical and financial buyers Working knowledge of compliance drivers in the defense ecosystem (e.g., CMMC, NIST 800-171, ITAR, FedRAMP) and their influence on buying decisions Proficiency with modern sales tooling (CRM, sales engagement, intent data) and disciplined pipeline management U.S. citizenship Preferred Experience selling ERP, EPM, supply chain, or analytics solutions; SAP ecosystem familiarity a plus Existing relationships within the mid-tier defense contractor / GovCon community Experience co-selling with systems integrators, value-added resellers, or hyperscaler marketplaces Clearance: U.S. citizenship required; ability to obtain/maintain a U.S. Government security clearance preferred Compensation & Benefits Competitive base salary with uncapped commission (OTE structured ~50/50) Accelerators for overachievement; Presidents Club eligibility Comprehensive medical, dental, and vision coverage; 401(k) with company match Paid time off, parental leave, and professional development support 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. 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, age, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability. Compensation Range Transparency: 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 annual combined range for this position is 186800-397300USD. 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. Please reference this link for a summary of SAP benefits and eligibility requirements: SAP North America Benefits. 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: 457644 | Work Area: Sales | Expected Travel: 0 - 10% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid #J-18808-Ljbffr SAP