Federal Sales Manager

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.

The Federal Sales Team We are seeking a passionate, results-oriented sales professional to drive revenue growth, calling on accounts in the DOW vertical. Our Federal Sales Managers are individual contributors who play a vital role in driving a significant share of revenue for Okta. We provide our reps with an environment in which they can make valuable contributions from day one while also building opportunities for learning and growth.

This role requires travel to our San Francisco, CA or Chicago, IL office for in-person onboarding during the first week of employment. If reasonable accommodation is needed to participate in the job application, interview process, or onboarding please use this Form to request an accommodation.

The Federal Sales Manager, Opportunity Reporting to the Federal Sales Director –  this role will drive the sales process for our DOW customers.

The right candidate for the position will enjoy closing new logos while simultaneously managing and expanding a book of install base customers. Our FSM's organize and conduct sales presentations, site visits and product demonstrations to prospects and represent Okta in a consistent, effective and professional manner to best develop and win new clients.

What you’ll be doing

Develop new and existing federal accounts within the DOW agencies and across your territory, meeting or exceeding quarterly and yearly revenue targets

Continually build and grow a robust sales pipeline via outbound account visits and proactive interactions to obtain new business

Develop long-term strategic relationships with key accounts, actively identifying opportunities for customer development and revenue growth

Work closely with internal and external partners to extend reach and drive adoption

Successfully lead complex contract negotiations

Moderate travel as needed, specifically to the DC area

What you’ll bring to therole & what we’re looking for
12+ year proven experience selling technology, preferably in the federal DOW space Proven track record of delivering sales of complex services and solutions in a competitive environment with the ability to close sales through effective sales and negotiation methods

Effective territory development mentality

Strong verbal and written communications skills, with the ability to demonstrate a connection to Okta’s vision and values

Commitment to work collaboratively & cross functionally across the Okta and Defense Industrial Base ecosystems

Extensive customer and Defense Industrial Base networkBS/BA degree strongly preferred or applicable experience

Additional requirements:

This position requires the ability to access federal environments and/or have access to protected federal data.  As a condition of employment for this position, the successful candidate must be able to submit documentation establishing U.S. Person status (e.g. a U.S. Citizen, National, Lawful Permanent Resident, Refugee, or Asylee. 22 CFR 120.15) upon hire.

Below is the annual On Target Compensation (OTE) range for candidates located in California (excluding San Francisco Bay Area), Colorado, Illinois, New York and Washington. Your actual OTE, which is inclusive of base salary and incentive compensation, will depend on factors such as your…