Secure Every Identity, from AI to Human
Identity is the key to unlocking the potential of AI. Okta secures AI by building the trusted, neutral infrastructure that enables organizations to safely embrace this new era. This work requires a relentless drive to solve complex challenges with real-world stakes. We are looking for builders and owners who operate with speed and urgency and execute with excellence.
This is an opportunity to do career-defining work. We're all in on this mission. If you are too, let's talk.
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
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Pipeline Generation & New Business: Establish a vision and plan to consistently build new pipeline across commercial / mid-market accounts in India.
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Territory Growth: Consistently achieve revenue targets through both net new logos and expansion of existing customers.
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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.
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C-Suite Engagement: Position Okta’s value with senior executives, articulating how we secure their workforce, customers, and partners.
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Account Strategy: Identify, develop, and execute account strategies that deliver repeatable and predictable bookings.
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Partnerships: Leverage GSIs, regional SIs, and the broader partner ecosystem in India to open new opportunities and expand existing engagements.
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Collaboration: Work closely with Okta’s ecosystem (SDRs, partners, presales, customer success, etc.) to maximize account coverage and customer value.
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Value-Based Selling: Adopt a consultative approach, bringing a compelling point of view to each customer conversation.
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Travel: Meet with customers, prospects, and partners across India as required.
What You’ll Bring to the Role
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5+ years of success selling complex SaaS solutions, ideally in security, identity, or adjacent technologies in the India market.
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Demonstrated ability to grow commercial / mid-market accounts through upselling and cross-selling, as well as acquiring new customers.
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Strong track record selling into the C-suite and senior decision makers across commercial / mid-market organizations.
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Experience working closely with GSIs and regional SIs in India to drive joint opportunities.
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Excellent communication, presentation, and negotiation skills across technical and business audiences.
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Proven ability to manage complex, multi-stakeholder sales cycles with predictable outcomes.
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Familiarity with MEDDPICC, Challenger, or other value-based sales methodologies (Okta uses MEDDPICC).
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Self-driven, confident, and adaptable, with the humility to work effectively in teams.
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The Okta Experience
- Supporting Your Well-Being
- Driving Social Impact
- Developing Talent and Fostering Connection + Community
We are intentional about connection. Our global community, spanning over 20 offices worldwide, is united by a drive to innovate. Your journey begins with an immersive, in-person onboarding experience designed to accelerate your impact and connect you to our mission and team from day one.
Okta is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, ancestry, marital status, age, physical or mental disability, or status as a protected veteran. We also consider for employment qualified applicants with arrest and convictions records, consistent with applicable laws.
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