**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.
About the Role
We are seeking an experienced and driven Area Sales Director to join our India Sales team, with a focus on expanding within existing customers and landing new strategic logos across key industries.
This is a senior leadership role responsible for delivering growth through a team of quota-carrying Enterprise / Strategic Account Executives, who specialise in both account expansion (upsell/cross-sell) and net new logo acquisition, supported by a partner-first go-to-market strategy.
You will play a critical role in shaping strategy, coaching your team, and partnering cross-functionally to ensure and predictable, sustainable revenue growth.
What You Will Be Doing
- Ideate, build and execute a Go to Market strategy in in your assigned sales segment across India
- Lead and manage your Enterprise / Strategic Sales team in India, overseeing day-to-day operations, performance, and development.
- Drive growth within existing Enterprise and Strategic accounts, with clear strategies for upsell, cross-sell, and multi-year expansion.
- Coach and mentor your team to land new strategic logos by building executive relationships, driving differentiated value, and shaping long-term digital transformation roadmaps with customers.
- Engage key SIs, partners, cloud providers and distributors for joint business planning, demand creation, opportunity execution and scale, aligned to our partner-first GTM.
- Hire, motivate, mentor and develop a high-performing sales team, raising the bar on sales excellence, deal strategy, and execution.
- Provide direction and leadership, fostering tight collaboration with Presales, Business Development, Marketing, Alliances, Customer Success and our Partner ecosystem.
- Own demand generation and pipeline discipline: ensure monthly pipeline creation, sufficient pipeline coverage, and attainment of pipeline generation targets and revenue bookings quota.
- Maintain accurate and up-to-date Salesforce hygiene across the team and provide reliable, insight-led forecast information to leadership.
- Actively support complex, strategic opportunities, including deal strategy, commercial structuring, and building executive-level relationships with C-suite stakeholders.
- Lead territory and account planning, ensuring focus on the highest-potential accounts, industries, and buying centers.
- Collaborate closely with extended teams (pre-sales, services, training, legal, renewals, partners) to ensure successful adoption, value realisation, and long-term customer advocacy.
You Will Be a Great Fit for Us If You Have:
- 20+ years of experience selling B2B SaaS solutions, with deep exposure to complex, multi-stakeholder Enterprise sales cycles.
- Minimum 5 years of experience leading high-performing SaaS sales teams, ideally focused on Enterprise and/or Strategic accounts.
- A proven track record of consistently meeting or exceeding revenue targets across both net new and expansion motions.
- Exceptional leadership and influencing skills, with the ability to build trusted relationships internally (across cross-functional teams) and externally (C-level and senior stakeholders).
- Strong business planning capabilities — able to set clear goals, define territory and account strategies, track progress, identify risks/blockers, and drive corrective actions.
- A professional, polished presence with excellent verbal and written communication skills; confident in presenting to C-suite (CEO, CFO, CIO, CISO, CTO) and senior business leaders.
- Deep mastery of consultative and solution selling methodologies such as MEDDPICC, Challenger, Solution Selling, Sandler, or similar frameworks.
- Comfort and credibility in engaging executive stakeholders around identity, security, digital transformation and business outcomes.
- Strong operational rigor, with a focus on building scalable processes, improving forecast accuracy, and bringing structure to a growing organisation.
- An innovative and growth-oriented mindset — not afraid to challenge the status quo, experiment, and bring fresh ideas to how we win in Enterprise and Strategic accounts.
- A Bachelor’s or Master’s degree, or a demonstrated commitment to ongoing learning and professional development.
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