Account Executive

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 SaaS products, B2B 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 SaaS, fintech, financial services, healthcare, marketplaces, AI platforms, developer tools, and B2B software companies.

- Run outbound account-based sales motions through direct outreach, , 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 B2B SaaS 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 SaaS

- DevOps, 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, OpenID 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, ForgeRock, WorkOS, Clerk, Stytch, CyberArk, SailPoint, Descope, or similar companies.

- Existing relationships with technology leaders, security leaders, SaaS 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 HubSpot, Salesforce, 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.