Account executive

TechKareer · India

We're helping an Identity platform hire a Enterprise Account Executive.

Role: Enterprise Account Executive — Identity & Access Management

Location: India, ideally Delhi NCR, Bengaluru, Mumbai. Remote possible.

Type: Full-time

Reports to: Founder / CEO

About the company

We are an identity platform for companies building modern Saa S products, B2 B applications, AI platforms, and enterprise software.

We help companies handle authentication, enterprise SSO, SCIM provisioning, passkeys, customer identity, machine-to-machine access, workload identity, API security, and authorization policies from one platform.

Identity is no longer just about a login page. Companies now need to manage access for customers, enterprise tenants, employees, partners, services, devices, APIs, and AI agents.

The role

We are looking for a Senior Enterprise Account Executive to help build our commercial presence. This is a hands-on role for someone who can open doors, run discovery, build relationships with technical and executive buyers, manage complex sales cycles, and close high-value opportunities.

You will work directly with the founder and product team. You will not be joining a large, established sales machine with a mature inbound funnel and a long list of reference customers. You will help create the sales motion: identifying the right customer segments, refining messaging, developing account plans, progressing opportunities, and turning early wins into a repeatable process.

The ideal candidate understands enterprise software sales and is comfortable selling a technical product into security, engineering, product, and IT teams.

What you will do

- Build and manage a pipeline of enterprise and high-growth technology customers.

- Prospect into target accounts across Saa S, fintech, financial services, healthcare, marketplaces, AI platforms, developer tools, and B2 B software companies.

- Run outbound account-based sales motions through direct outreach, Linked In, email, events, partner relationships, founder networks, and targeted prospecting.

- Own opportunities from first conversation through discovery, demos, security review, commercial negotiation, procurement, and close.

- Build relationships with CTOs, CISOs, CIOs, VP Engineering, Heads of Security, Product leaders, platform teams, and IAM owners.

- Translate technical capabilities into clear commercial and business outcomes for different buyer personas.

- Work closely with the founder on strategic sales conversations and help reduce dependence on founder-led selling over time.

- Lead structured discovery to understand the prospect’s authentication, SSO, enterprise onboarding, provisioning, security, and access-control challenges.

- Coordinate product demos, proof-of-concepts, technical validation, security questionnaires, and solution discussions with engineering and product teams.

- Develop account plans for strategic prospects and map decision-makers, technical champions, procurement stakeholders, and buying processes.

- Maintain accurate CRM data, pipeline stages, forecasts, activity tracking, and next-step discipline.

- Help refine sales messaging, objection handling, competitive positioning, qualification criteria, pricing feedback, and sales collateral.

- Represent us at customer meetings, industry events, startup ecosystems, security communities, and identity-focused conferences where relevant.

- Share market feedback with product and engineering, especially around enterprise requirements, integration needs, security expectations, and buying objections.

What we are looking for

- 5–10+ years of B2 B Saa S or enterprise technology sales experience.

- Experience selling complex software products to mid-market and enterprise customers.

- Strong experience selling into technical buyers, especially engineering, security, platform, IT, developer, or product teams.

- Experience in one or more of the following areas is strongly preferred:

- Identity and access management

- Cybersecurity

- Developer infrastructure

- Cloud infrastructure

- API security

- Enterprise Saa S

- Dev Ops, platform engineering, or data infrastructure

- A demonstrated record of consistently meeting or exceeding revenue targets.

- Ability to run multi-stakeholder sales cycles rather than relying only on transactional or SMB sales.

- Comfort discussing technical concepts such as authentication, SSO, SCIM, OAuth, Open ID Connect, APIs, passkeys, machine-to-machine access, or security architecture. You do not need to be an engineer, but you must be credible with technical teams.

- Strong written and verbal communication skills.

- Excellent discovery, presentation, negotiation, and follow-up discipline.

- High ownership and comfort operating in an early-stage environment where process is still being built.

- Ability to work independently while collaborating closely with founders, product, engineering, and marketing.

- Willingness to travel for customer meetings and events when needed.

Nice to have

- Experience selling IAM, CIAM, SSO, SCIM, MFA, privileged access, API security, cloud security, or developer tools.

- Experience selling against or alongside vendors such as Okta, Auth0, Microsoft Entra, Ping Identity, Forge Rock, Work OS, Clerk, Stytch, Cyber Ark, Sail Point, Descope, or similar companies.

- Existing relationships with technology leaders, security leaders, Saa S founders, system integrators, or enterprise IT buyers in India.

- Experience selling to customers in the United States, Europe, Middle East, or Southeast Asia from India.

- Experience in an early-stage startup, especially one where the founder is deeply involved in sales.

- Experience using tools such as Hub Spot, Salesforce, Linked In Sales Navigator, Apollo, Outreach, or similar prospecting and CRM platforms.

What success looks like

In the first 90 days , you will:

- Develop a strong understanding of the product, ideal customer profiles, use cases, and competitive position.

- Build a focused list of target accounts and begin creating a qualified pipeline.

- Run customer discovery calls and contribute to improving sales messaging and qualification.

- Establish a disciplined outbound process and consistent opportunity-management rhythm.

- Support founder-led deals while beginning to independently progress opportunities.

Within 6–12 months , you will:

- Build and own a meaningful qualified pipeline.

- Close early strategic customers and create repeatable sales learnings.

- Establish a clear account-executive playbook.

- Help identify the strongest customer segments, buyer personas, sales triggers, and commercial packaging.

- Become a trusted commercial voice for prospects, customers, product, and internal leadership.

Why join us

- You will join at a stage where your work directly shapes the company.

- You will not just inherit a territory and a quota. You will help define how we sell, who we sell to, which use cases resonate, and what our enterprise sales motion becomes.