Commercial Account Executive
The Okta Sales Team
Okta’s vision is to free everyone to safely use any technology, anywhere. We provide a secure, highly available, enterprise-grade platform that protects billions of workforce logins each year. As an Okta AE, you will drive territory growth across India—acquiring new commercial / mid-market customers while also strengthening and expanding relationships with existing customers through upsell and cross-sell opportunities. With the support of your Okta ecosystem, you’ll deliver consistent results with an unwavering commitment to customer success.
The Opportunity
We are seeking a highly motivated and experienced Commercial / Mid-Market Account Executive who is passionate about security, identity, and building long-term partnerships with customers in India. You will be responsible for both new business acquisition and account expansion, enabling India’s mid-market organizations to modernize their identity strategy with Okta.
What You’ll Be Doing
Pipeline Generation & New Business: Establish a vision and plan to consistently build new pipeline across commercial / mid-market accounts in India.
Territory Growth: Consistently achieve revenue targets through both net new logos and expansion of existing customers.
Upsell & Cross-sell: Drive growth within existing accounts by identifying opportunities to expand Okta’s footprint across workforce identity, customer identity, and adjacent use cases.
C-Suite Engagement: Position Okta’s value with senior executives, articulating how we secure their workforce, customers, and partners.
Account Strategy: Identify, develop, and execute account strategies that deliver repeatable and predictable bookings.
Partnerships: Leverage GSIs, regional SIs, and the broader partner ecosystem in India to open new opportunities and expand existing engagements.
Collaboration: Work closely with Okta’s ecosystem (SDRs, partners, presales, customer success, etc.) to maximize account coverage and customer value.
Value-Based Selling: Adopt a consultative approach, bringing a compelling point of view to each customer conversation.
Travel: Meet with customers, prospects, and partners across India as required.
What You’ll Bring to the Role
5+ years of success selling complex SaaS solutions, ideally in security, identity, or adjacent technologies in the India market.
Demonstrated ability to grow commercial / mid-market accounts through upselling and cross-selling, as well as acquiring new customers.
Strong track record selling into the C-suite and senior decision makers across commercial / mid-market organizations.
Experience working closely with GSIs and regional SIs in India to drive joint opportunities.
Excellent communication, presentation, and negotiation skills across technical and business audiences.
Proven ability to manage complex, multi-stakeholder sales cycles with predictable outcomes.
Familiarity with MEDDPICC, Challenger, or other value-based sales methodologies (Okta uses MEDDPICC).
Self-driven, confident, and adaptable, with the humility to work effectively in teams.
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