Federal Sales Manager, Intelligence Community

About the role

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.

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.

Role overview

Reporting to the Federal Sales Director, this role will drive the sales process for our Intelligence Community customers. The right candidate will enjoy closing new logos while simultaneously managing and expanding a book of install base customers. Our FSMs 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.

Responsibilities

• Develop new and existing federal accounts within the DOW/Intelligence Community 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

Requirements

• 12+ years 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 and cross-functionally across the Okta and Defense Industrial Base ecosystems
• Extensive customer and Defense Industrial Base network
• BS/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, 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 per 22 CFR 120.15) upon hire.

Pay

The annual On Target Compensation (OTE) range for candidates located in California (excluding San Francisco Bay Area), Colorado, Illinois, New York, and Washington is between $288,000 USD and $396,000 USD. Actual OTE, inclusive of base salary and incentive compensation, will depend on factors such as skills, qualifications, experience, and work location. Okta offers equity (where applicable) in addition to the OTE range.

Benefits

• Health, dental, and vision insurance
• 401(k) plan
• Flexible spending account
• Paid leave, including PTO and parental leave

The Okta Experience

Supporting Your Well-Being – Okta is intentional about connection. Our global community, spanning over 20 offices worldwide, is united by a drive to innovate.

Driving Social Impact – We are committed to making a positive impact.

Developing Talent and Fostering Connection + Community – 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.