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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