Federal Sales Manager

Location: Washington, DC; moderate travel to the DC area and in-person onboarding at the San Francisco, CA or Chicago, IL office during the first week.

OTE: $288,000–$396,000 USD annually 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 builds trusted identity infrastructure that helps organizations securely adopt AI and protect access from AI to human users.

What you will do

• Develop new and existing federal accounts within DOW agencies and across the assigned territory while meeting or exceeding quarterly and annual revenue targets.
• Build and maintain a sales pipeline through outbound account visits and proactive business development.
• Develop strategic relationships with key accounts and identify customer development and revenue-growth opportunities.
• Work with internal and external partners to extend reach and drive adoption.
• Lead complex contract negotiations, 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 DOW space.
• Proven success selling complex services and solutions in competitive environments and closing deals through effective sales and negotiation methods.
• Territory-development mindset.
• Strong verbal and written communication skills, including the ability to connect with Okta’s vision and values.
• Ability to collaborate cross-functionally across Okta and the Defense Industrial Base ecosystem.
• 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 residency, 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, according to applicable plans and policies.
• Equity where applicable.
• In-person onboarding focused on connection, learning, and community.
• Opportunities for talent development, social impact, and collaboration across a global community spanning more than 20 offices.

Hiring process

• In-person onboarding is required during the first week of employment at the San Francisco or Chicago office.
• Reasonable accommodations are available for the application, interview, and onboarding process.