Commercial Account Executive
Okta · Posted Oct 21
Cloud-based identity and access management solutions for workforce and customer security
Get a personal compatibility score
Add a resume for personal matches
About the role
Okta provides a secure, highly available, enterprise-grade identity platform that protects billions of workforce logins each year, and the Okta Sales Team drives adoption across India. The Commercial / Mid-Market Account Executive owns territory growth in India, acquiring new commercial and mid-market customers while expanding existing accounts through upsell and cross-sell. The role involves pipeline generation, C-suite engagement, account strategy, and working with GSIs, regional SIs, and Okta's internal ecosystem.
What you will do
- 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.
Skills used in this role
What the employer is looking for
- 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.
Benefits and support
- Compensation and benefits are detailed in the job posting
About Okta
Okta is a leading independent provider of cloud-based identity and access management solutions that securely connect people and technologies to the right applications. The company powers both Workforce Identity and Customer Identity platforms, allowing organizations to securely manage user access and navigate modern challenges like agentic AI security.
- Industry
- Enterprise Software
- Company size
- 7500+ employees
- Founded
- 2009
- Location
- San Francisco, California, USA
- Funding stage
- Public Company
Funding
Public Company · $228M raised
- 2010-02-01Series A$10M
- 2011-08-01Series B$16.5M
- 2012-12-01Series C$25M
- 2013-09-01Series D$27M
- 2014-06-01Series E$75M
- 2015-09-01Series F$75M
- 2018-02-21Post IPO Debt$300M
Leadership
Co-Founder and Chief Executive Officer
Co-Founder and Executive Vice Chairman
Chief Marketing Officer
Chief Legal Officer
Recent coverage
Okta Newsroom
Okta expands its independent and neutral identity security fabric with new capabilities across governance, PAM, and ITDR2026-09-09
Okta Newsroom
Okta introduces new AI Agents innovations to increase visibility, secure runtime connections, and enforce agent governance2026-09-22
Okta Newsroom
Okta wins 2026 AI Breakthrough Award for AI Security Innovation2026-05-21
Okta Newsroom
Okta named a leader in the Workforce Identity Security Platforms Report2026-05-21