Federal Sales Manager, Civilian

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

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 and access security infrastructure for organizations and AI-enabled environments.

What you will do

• Develop new and existing federal accounts within civilian agencies and across the assigned territory while meeting quarterly and annual revenue targets.
• Build and grow the sales pipeline through outbound account visits and proactive business development.
• Develop strategic relationships with key accounts and identify customer expansion and revenue-growth opportunities.
• Lead sales presentations, site visits, product demonstrations, and complex contract negotiations.
• Work with internal and external partners to extend market reach and drive adoption.
• Travel as needed, particularly to the DC area.

Requirements

• 12+ years of proven experience selling technology, preferably in the federal civilian space.
• Proven success selling complex services and solutions in competitive environments and closing sales through effective sales and negotiation methods.
• Territory development mindset.
• Strong verbal and written communication skills, including the ability to demonstrate a connection to Okta’s vision and values.
• Ability and commitment to collaborate cross-functionally across Okta and the 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 residency, refugee status, or asylee status, because the role requires access to federal environments and/or protected federal data.
• BS/BA degree strongly preferred or applicable experience.

Culture & Benefits

• Health, dental, and vision insurance.
• 401(k), flexible spending account, paid leave, PTO, and parental leave in accordance with applicable plans and policies.
• Equity may be available.
• In-person onboarding is designed to support connection, learning, and collaboration.
• Access to talent development, social-impact initiatives, and a global community spanning more than 20 offices.