DACH Enterprise Account Executive, Onapsis
SAP Ecosystem & Digital Transformation
Plus equity
SAP cybersecurity platform
Be an early applicant
SAP cybersecurity platform
201-500 employees
Be an early applicant
Plus equity
201-500 employees
Company mission
To safeguard what truly matters - the business-critical applications that run our global economy.
Role
Who you are
- Proven Enterprise Track Record: 7–10+ years of enterprise software sales experience, with a proven history of selling complex software solutions within the SAP or enterprise ERP ecosystem
- Cloud Transformation Expert: Deep understanding of the RISE with SAP framework, Clean Core strategy, and the SAP Business Technology Platform (BTP)
- Consistent High Achiever: Consistent record of quota over-achievement, regularly closing seven-figure ARR deals across Global 2000 accounts with complex buying committees
- Alliance Savvy: Demonstrated success in "partner-first" selling, particularly with GSIs and SAP’s regional field teams
- Communication: Exceptional executive presence; ability to move seamlessly from a technical discussion with a Basis Lead to a strategic ROI pitch with a CFO
- Ability to travel: We believe that our business is a people business and that trust is built in person. Between 25-50% travel required
- Entrepreneurial Mindset: Proactive self-starter with the drive to build a territory from scratch and take full ownership of business growth
- Languages: Professional fluency in both German and English (written and spoken)
What the job involves
- We are looking for an Enterprise Account Executive, reporting to the VP of Global GTM
- We are seeking an elite, high-performing Enterprise Account Executive to drive new business acquisition across top-tier accounts
- Combining large-enterprise sophistication with an aggressive, entrepreneurial hunting mindset, you will architect transformational security deals, engage C-level stakeholders, and position business resilience for the world’s most mission-critical ERP environments
- Drive Strategic Revenue: Own the full sales lifecycle for Global 2000 accounts, positioning the Onapsis Platform as the essential security layer for SAP and Business Critical Applications
- Direct Sales: Manage complex, high-value "land and expand" cycles
- SAP Co-Sell: Partner with SAP Account Executives (AEs) and Enterprise Architects to attach Onapsis to S/4HANA and RISE migrations
- GSI Alignment: Orchestrate go-to-market strategies with Global Systems Integrators (Accenture, Deloitte, IBM, PwC) who are leading the world's largest SAP transformations
- C-Suite Advisory: Act as a trusted advisor to CISOs and CIOs, translating technical vulnerabilities into business risks (e.g., SOX compliance, financial downtime, and data integrity)
- Territory Orchestration: Develop and execute an annual territory plan focused on "White Space" analysis within the SAP installed base
- Forecast Accuracy: Maintain a high level of "Sales Hygiene" within CRM, delivering predictable weekly and monthly forecasts aligned with SAP’s rigorous reporting standards
Our take
Many organizations rely on SAP systems to run critical business functions like finance and operations, but these systems are increasingly targeted by cyberattacks. Recent waves of serious vulnerabilities and zero-day threats have made the risk even greater. At the same time, security responsibilities are often split across different teams, making it difficult to get a clear picture of threats. So, as companies adopt cloud and AI technologies, this complexity (and potential exposure) continues to grow.
Onapsis focuses on securing SAP environments by helping organizations identify risks, prevent breaches, and respond quickly to threats. Its platform brings together security and SAP data to provide better insights. New capabilities like its Agentic Gateway uses AI to let teams ask simple questions about their security and even generate response plans, making it easier for different teams to work together to take action.
The company is currently expanding its leadership team, building partnerships with major technology partners, and investing more into its AI-driven innovation. As cyber threats evolve and businesses rely more and more on automation, Onapsis is likely to play a very important role in helping organizations protect their most critical systems.
Steph
Company Specialist at Welcome to the Jungle
Insights
-12% employee growth in 12 months
Company
Funding (last 2 of 5 rounds)
Oct 2020
$55m
SERIES D
Apr 2018
$31m
SERIES C
Total funding: $115.6m
Company benefits
- Comprehensive health plans
- Competitive compensation packages
- Flexible work and time off schedule
- 401K
- Extensive learning and career development programs
- Generous parental and family leave
Company HQ
Financial District, Boston, MA
Leadership
Juan Perez-Etchegoyen
(Co-Founder & CTO)Prior to co-founding Onapsis in 2010, Juan spent 5 years at Cybsec as a Senior Information Security Consultant.
Mariano Nunez
(Co-Founder & CEO)Mariano began his career as a Cybersecurity Researcher, he was the first to publicly present on cybersecurity risks affecting SAP platforms and how to mitigate them. He also developed the first open source ERP penetration testing framework.
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