Customer Success Executive (DoD/IC/FSI)

TL;DR

Customer Success Executive (DoD/IC/FSI): Manage Okta’s most complex, mission-critical DoD/IC/Federal System Integrator customer relationships with an accent on government security compliance, identity and access management (IAM), and adoption/value realization in classified and unclassified federal environments. Focus on translating FedRAMP/DISA authorization requirements into actionable success plans, orchestrating cross-functional escalations, and driving multi-year retention and expansion outcomes.

Location: Washington, DC

Salary: $182,000 — $274,000 USD (annual OTE)

Company

Okta provides trusted identity and access management infrastructure for organizations.

What you will do

• Serve as primary executive point of contact for assigned DoD/IC/FSI strategic accounts across C-suite, security leadership, and technical teams.
• Develop and execute multi-year customer success strategies aligned to mission objectives, security posture improvements, and compliance requirements.
• Run regular business reviews with data-driven insights on adoption, ROI, risk reduction, and strategic value delivery.
• Support compliance and security inquiries, including Authorization pathways, DISA authorization/security requirements, FedRAMP compliance, and continuous monitoring obligations.
• Orchestrate complex escalations across Support, Engineering, Product Management, Sales, and Compliance; represent customer requirements in roadmap and prioritization forums.
• Drive onboarding, phased implementation, adoption blocker removal, and renewal risk mitigation through early warning and proactive remediation.

Requirements

• US Citizenship required; must be able to access federal environments and/or protected federal data and remain living in the U.S. while in this role.
• 10+ years of customer success, account management, or consulting experience focused on government customers (DoD, IC, or Federal agencies).
• 8+ years hands-on experience with enterprise SaaS products in IAM, cloud security, or zero trust.
• Proven track record managing complex, multi-year government customer relationships with strong adoption, retention, and expansion results.
• Strong understanding of government regulatory and compliance requirements (including authorization and renewal cycles).
• Estimated local travel for onsite customer visits may vary between 25%–30%.

Culture & Benefits

• Hybrid role (#LI-Hybrid) with onsite customer visits as needed.
• Equity (where applicable) plus health, dental, and vision insurance.
• 401(k), flexible spending account, and paid leave including PTO and parental leave.
• Immersive in-person onboarding to accelerate impact from day one.