SAP NS2 Mid-Market Account Executive

Mid-Market Account Executive

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.

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 ? 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 required; ability to obtain/maintain a U.S. Government security clearance preferred.

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

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