Commercial Account Executive

5 days ago

Mumbai, Maharashtra, India Okta Full time ₹ 6,00,000 - ₹ 12,00,000 per year

The Okta Sales Team

Oktas 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, youll 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 Indias mid-market organizations to modernize their identity strategy with Okta.

What Youll Be Doing- Pipeline Generation & New BusinessEstablish a vision and plan to consistently build new pipeline across commercial / mid-market accounts in India.
- Territory GrowthConsistently achieve revenue targets through both net new logos and expansion of existing customers.
- Upsell & Cross-sellDrive growth within existing accounts by identifying opportunities to expand Oktas footprint across workforce identity, customer identity, and adjacent use cases.
- C-Suite EngagementPosition Oktas value with senior executives, articulating how we secure their workforce, customers, and partners.
- Account StrategyIdentify, develop, and execute account strategies that deliver repeatable and predictable bookings.
- PartnershipsLeverage GSIs, regional SIs, and the broader partner ecosystem in India to open new opportunities and expand existing engagements.
- CollaborationWork closely with Oktas ecosystem (SDRs, partners, presales, customer success, etc.) to maximize account coverage and customer value.
- Value-Based SellingAdopt a consultative approach, bringing a compelling point of view to each customer conversation.
- TravelMeet with customers, prospects, and partners across India as required.

What Youll 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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