Identity is the key to unlocking the potential of AI. Okta secures AI by building the trusted, neutral infrastructure that enables organisations 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.

#LI-Remote

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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.

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You'll work closely with the Head of Sales to bring on new business, partner with our Product Managers to drive custom solutions for prospects, and perform outreach through our network and initiate conversations with enterprise prospects. You'll also attend industry events and build relationships through client entertainment, drive revenue by prospecting and building pipeline, and develop and execute on a strategic plan for the vertical you own.

To succeed in this role, you'll need 5-10 years of experience in new business development, experience with enterprise sales cycles and in a startup environment, and a 'whatever it takes' attitude and motivation to deliver above-quota performance. You'll also need to be a self-starter who is invested in the success of the team and able to travel regularly for in-person meetings, entertainment, and industry events.

Total Compensation: $150,000 - $350,000+, including commissions, dependent on multiple factors, which include the candidate's skills, experience, location and other qualifications.

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You will work at the intersection of sales strategy and partner operations—driving pipeline development and deal execution while also building the processes, enablement programs, and measurement systems that support long-term partner success. This role reports to our partnerships leadership and works closely with sales, product, and customer success teams to ensure our SI partners are equipped to win and deliver transformative AI solutions for their clients.

Responsibilities:

Partner Sales Strategy and Execution

• Own revenue targets and commercial relationships with assigned SI partners, including global consulting firms and regional integrators
• Develop and execute joint go-to-market strategies that drive partner-sourced and partner-influenced pipeline
• Lead partner business planning, including setting mutual goals, identifying target accounts, and defining success metrics
• Work directly with partner sales teams to identify opportunities, support deal progression, and close business

Partner Program Design and Management

• Design and implement a tiered partner program structure with clear criteria, benefits, and requirements that incentivize partner investment and performance
• Develop comprehensive partner lifecycle management processes covering recruitment, onboarding, enablement, growth, and optimization
• Create scalable frameworks for partner engagement that maintain quality as we expand our partner ecosystem globally
• Establish program governance, including partner agreements, engagement models, and escalation paths

Enablement and Partner Success

• Build and manage partner enablement programs including training curricula, certification pathways, and technical resources
• Develop enablement materials that help partners understand Claude's capabilities, competitive differentiation, and enterprise applications
• Create resources that enable partners to design, build, and deliver production-grade AI solutions for their clients
• Partner with internal teams to ensure partners have access to the technical support and product knowledge they need to win

Operational Excellence

• Implement systems, tools, and processes that ensure accurate tracking of partner-sourced and partner-influenced revenue
• Develop and maintain partner performance dashboards and reporting mechanisms
• Create and document standard operating procedures for all partner program activities
• Manage partner data integrity and ensure consistent measurement across the global partner portfolio

Performance Measurement and Optimization

• Define and track KPIs for individual partner performance and overall program health
• Build frameworks for assessing partner contribution, engagement, and growth potential
• Develop approaches for measuring and demonstrating ROI of partner program investments
• Identify opportunities for program improvement and implement optimization initiatives

You may be a good fit if you have

• 7+ years of experience in partner sales, channel sales, or partner management at a technology company
• Demonstrated success driving revenue through partner channels, with a track record of meeting or exceeding sales targets
• Experience working with Systems Integrators, global consulting firms, or similar enterprise-focused partners
• Strong commercial acumen with the ability to structure deals, negotiate agreements, and drive complex sales cycles
• Experience building or scaling partner programs, including designing tier structures, enablement programs, and operational processes
• Excellent analytical skills with experience defining KPIs, building dashboards, and using data to drive program decisions
• Outstanding communication and relationship-building skills at all levels, from partner practitioners to C-suite executives
• Experience with CRM systems and partner relationship management tools
• Comfort with ambiguity and the ability to create structure in emerging programs
• Willingness to travel globally to support partner relationships and joint customer engagements

Strong candidates may also have:

• Experience in AI, cloud platforms, or other high-growth technology categories where partner enablement and technical differentiation are critical
• Background working at or with major Systems Integrators or global consulting firms
• Experience managing partner relationships across multiple geographies and cultures
• Understanding of enterprise sales cycles and how partners influence complex, multi-stakeholder deals
• Track record of building programs that scaled from early stage to mature operations
• Passion for AI and understanding of how enterprises are adopting AI technologies

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