Federal Sales Manager, Civilian

Location: Washington, DC; moderate travel to the DC area and in-person onboarding during the first week at the San Francisco, CA or Chicago, IL office. Candidates must be able to submit documentation establishing U.S. Person status upon hire.

Annual OTE: $288,000–$396,000 USD for candidates located in California excluding the San Francisco Bay Area, Colorado, Illinois, New York, and Washington; OTE includes base salary and incentive compensation. Equity and benefits may also apply.

Company

Okta provides identity security infrastructure for organizations and helps secure AI and human identities.

What you will do

• Develop new and existing federal accounts within civilian agencies and across the assigned territory while meeting or exceeding quarterly and annual revenue targets.
• Build and grow the sales pipeline through outbound account visits and proactive interactions to generate new business.
• Develop long-term strategic relationships with key accounts and identify customer development and revenue-growth opportunities.
• Collaborate with internal and external partners to extend reach and drive adoption.
• Lead complex contract negotiations and close new logos while managing and expanding install-base customers.
• Conduct sales presentations, site visits, and product demonstrations; travel moderately as needed, particularly to the DC area.

Requirements

• 12+ years of proven experience selling technology, preferably in the federal civilian sector.
• Proven success selling complex services and solutions in competitive environments and closing sales through effective sales and negotiation methods.
• Effective territory-development mindset.
• Strong verbal and written communication skills, including the ability to demonstrate a connection to Okta’s vision and values.
• Ability to work collaboratively and cross-functionally across Okta and Defense Industrial Base ecosystems.
• Extensive customer and Defense Industrial Base network.
• Ability to submit documentation establishing U.S. Person status upon hire, such as U.S. citizenship, nationality, lawful permanent residence, refugee status, or asylee status.

Nice to have

• BS/BA degree or applicable experience.

Culture & Benefits

• Health, dental, and vision insurance.
• 401(k) and flexible spending account.
• Paid leave, including PTO and parental leave, in accordance with applicable plans and policies.
• Equity where applicable.
• In-person onboarding designed to support connection and ramp-up.
• Opportunities for talent development, community connection, and social-impact initiatives.