[Hiring] DACH Enterprise Account Executive @Onapsis

Role Description

We are seeking a highly motivated and results-driven Sales Specialist to join our rapidly growing sales team. In this role, you will be instrumental in expanding our market presence and driving revenue growth by introducing our NEW incidence response solutions to new and existing clients. You will engage with CISOs and security leaders, understand their challenges, and articulate how our solutions can provide critical business value and secure their business critical data.

What You'll Do

• Drive New Business: Own and exceed net new revenue targets, positioning Onapsis as a leader in Incident Response solutions and broader cybersecurity market.
• Full Sales Cycle Management: Expertly navigate the entire sales cycle, from prospecting and lead qualification to negotiation and closing complex deals.
• Strategic Prospecting: Proactively identify and qualify potential customers through a combination of outbound prospecting (email, phone, social selling), following up on inbound leads, and leveraging existing customer relationships, and channel partnerships.
• Consultative Sales Approach: Develop a deep understanding of prospective customers' cybersecurity challenges, business objectives, and technical environments. Deliver impactful messaging that translates complex technical cybersecurity solutions into clear business value propositions for CISOs, VPs, Senior Directors, and other key decision-makers.
• Collaboration: Partner closely with Business Development Representatives (BDRs), Sales Engineers, Marketing and internal teams to create compelling value propositions and tailored customer-centric solutions. Leverage our channel sales team and partner ecosystem to unlock opportunities.
• Market Expertise: Stay current with cybersecurity trends, emerging threats, and the competitive landscape. Learn and articulate Onapsis's solution portfolio to position offerings against evolving threats and market needs.
• Pipeline Management & Forecasting: Relentlessly build and maintain a robust sales pipeline, meticulously track progress in Salesforce, and provide accurate forecasts.
• Relationship Building: Build and cultivate strong, long-term relationships with customers and prospects, establishing yourself as a trusted advisor.
• Travel: Travel within your assigned region/territory as needed to meet with customers and attend key business events.

Qualifications

• Demonstrated expertise in cybersecurity and incident response, with a mandatory background in selling to Security Operations Center (SOC) leaders.
• Proven experience in co-selling and partnering with cybersecurity resellers (e.g., Optiv, Guidepoint, WWT) and technology providers (e.g., Crowdstrike, Google, Microsoft, Splunk, Palo Alto).
• Strong background in enterprise SaaS sales.
• Proven ability to meet or exceed quotas in a complex sales environment.
• Experience with platform selling, solutions-focused sales methodologies (e.g., MEDPICC), and managing multiple buying centers.
• Exceptional verbal and written communication skills, with the ability to present complex information clearly and persuasively to business professionals at various levels.
• High EQ, strong active listening skills, and the ability to build rapport and cultivate relationships.
• Solid technical aptitude and business acumen, with the ability to engage in deep technical discussions beyond standard sales presentations.
• Highly motivated, self-driven, curious, and competitive, with a high level of integrity and a growth mindset.
• Excellent creative, multi-tasking, problem-solving, and organizational skills. Ability to prioritize work and manage a diverse book of business.
• Excellent language skills in German and English are required.