On-site
SaaS
arbeitnow
About this role
Enterprise Account Executive – SAP Ecosystem & Digital Transformation for Benelux & Nordics (m/f/d) Position Summary We are looking for an Enterprise Account Executive, reporting to 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 Transforma
Selling Motion
Sales Cycle
Enterprise
6–18 month cycles, complex multi-stakeholder deals
Prospecting
Channel / Partner
Sell through partners, resellers, or alliances
Buyer Persona
C-Suite
Selling to executive decision-makers
Requirements at a Glance
Typical Day — Account Executive
Estimates based on role type and selling motion — actual may vary by company.
SaaS — Interview Intel
Typical Sales Cycle
30–90 days (SMB) · 3–9 months (Mid-Market) · 6–18 months (Enterprise)
Common Buyer Objections
- "We're locked into a contract with [competitor]"
- "We built something in-house already"
- "We don't have budget until next quarter"
- "Our team won't adopt another tool"
Key Industry Metrics
Hot Topics to Reference
- • AI-native product disruption
- • PLG vs sales-led motion debate
- • Vertical SaaS consolidation
- • Usage-based pricing models
Use these insights to speak the buyer's language in interviews.
Walk me through your discovery process.
Template questionHow do you handle a prospect who goes silent mid-deal?
Template questionTell me about your largest closed deal and the sales cycle.
Template questionHow do you build business cases for stakeholders?
Template questionDescribe a deal you lost and what you learned.
Template questionAs an Account Executive with Onapsis, you'll own the entire revenue pipeline and be measured on quota attainment.
Expect to work with recurring revenue models where customer retention is as important as acquisition.
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