DACH Enterprise Account Executive – SAP Ecosystem & Digital Transformation (m/f/d)
Position Summary:
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.
Key Responsibilities
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.
The SAP "Triple Threat":
- 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.
Required Skills/Experience:
- Proven Enterprise Track Record: 7–10+ years of enterprise software sales experience, with a proven history of selling complex software solutions within the SAP ecosystem (either at SAP or a top-tier partner).
- 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 You will get:
- You can expect a job with responsible tasks and creative opportunities, an attractive salary and extensive benefits (including JobRad, Focus Friday and much more).
- You have flexible working hours with us. In addition, you can work remotely from other EU countries by arrangement.
- We support our employees with 5 fully paid sick days per child and subsidize childcare up to primary school age.
- In addition to an individual onboarding and buddy program, we offer comprehensive training opportunities and english language classes.
- We offer 30 days of paid vacation per year (based on a 5-day workweek) for optimal work-life balance.
- Furthermore, you can expect an innovative and attractive workplace with flat hierarchies and respectful and solution-oriented communication.
- Equity in a late-stage, high-growth leader backed by top-tier VC/PE firms.
- The chance to represent the only cybersecurity solution endorsed by SAP.
About Onapsis:
Onapsis protects the business applications that run the global economy. The Onapsis Platform delivers vulnerability management, change assurance, and continuous compliance for business applications from leading vendors such as SAP, Oracle, and others. The Onapsis Platform is powered by the Onapsis Research Labs, the team responsible for the discovery and mitigation of more than 1,000 zero-day vulnerabilities in business applications.
Onapsis is headquartered in Boston, MA, with offices in Dallas, TX, Heidelberg, Germany, Bucharest, Romania, and Buenos Aires, Argentina, and proudly serves hundreds of the world’s leading brands, including close to 30% of the Forbes Global 100, six of the top 10 automotive companies, five of the top 10 chemical companies, four of the top 10 technology companies, and three of the top 10 oil and gas companies.
