The client

Onapsis cybersecurity solutions automate the monitoring and protection of your SAP and Oracle applications, keeping them compliant and safe from insider and outsider threats. As the proven market leader, global enterprises trust Onapsis to protect the essential information and processes that run their businesses. Headquartered in Boston, MA, Onapsis serves over 200 customers including many of the Global 2000. Onapsis's solutions are also the de-facto standard for leading consulting and audit firms such as Accenture, Deloitte, E&Y, IBM, KPMG and PwC.

The role

Job title: Vice President EMEA

Location: Germany

The brief

Luumin were approached by the CRO at Onapsis to help Onapsis establish a firm European presence. We were tasked to search for a Vice President for EMEA. Onapsis historically had attempted to break into the European market but things had not worked as they would have liked, which made this search even more critical. The role was to find a senior individual with a cybersecurity background to be based in Germany. They were to be tasked with growing the European business and had to have a rare mix of experience including, understanding how to scale a business from the ground up, ability to bring in new logos and customers, whilst all at the same time hiring and growing a sales organisation across EMEA.

The solution

We set out to compile a very targeted shortlist of senior sales executives with experience of selling application security solutions in the DACH region. The main challenge was that the pool of candidates with such specific experience of a niche market and niche technology was very limited, resulting in an initial shortlist being extremely compact and focused, in all the shortlist consisted of only15 candidates who met the requirement. 

Recruiting senior talent for a start-up that develops and markets niche technology requires proactively positioning the role, company, and technology.  We had to be innovative and agile enough to present the opportunity and our aim was to ensure the top 4 candidates on our list were convinced of the opportunity.

Subsequently, we did prevail and were able to present an extremely targeted and highly specific final shortlist to Onapsis, of the final 4 candidates, 2 of them had either worked for Onapsis' direct competitors or were currently working for them. The process was seemless as Onapsis proceeded to interview all 4 candidates and the outcome of the process was they hired the most highly qualified candidate of the shortlist, the candidate who had established their main competitors business in Europe.