Federal Account Executive, FSI
The Federal Sales Team
We are seeking a passionate, results-oriented sales professional to drive revenue growth by calling on accounts within the Defense Industrial Base (DIB). Our Federal Account Executives 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. If reasonable accommodation is needed to participate in the job application, interview process, or onboarding, please use this Form to request an accommodation.
The Federal Account Executive Opportunity
Reporting to the Area Sales Director – Aerospace, Defense and FSI, this role will drive the sales process for FSI customers. Our Federal Account Executive will lead the sales process within an assigned territory for the Defense Industrial Base vertical. The right candidate for the position will enjoy closing new logos while simultaneously managing and expanding a book of install base customers. Our AE's 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.
What you’ll be doing
Develop new and existing federal accounts within Defense Contractors and FSI's 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
What you’ll bring to the role & what we’re looking for
3-5+ years of proven experience selling technology, preferably in the FSI 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 & cross functionally across the Okta and Defense Industrial Base ecosystems
Extensive customer and Defense Industrial Base network
BS/BA degree strongly preferred
Additional requirements:
This position requires the ability to access federal environments and/or have access to protected federal data. As a condition of employment for this position, 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. 22 CFR 120.15) upon hire.
Below is the annual On Target Compensation (OTE) range for candidates located in California (excluding San Francisco Bay Area), Colorado, Illinois, New York and Washington. Your actual OTE, which is inclusive of base salary and incentive compensation, will depend on factors such as your skills, qualifications, experience, and work location. In addition, Okta offers equity (where applicable) and benefits, including health, dental and vision insurance, 401(k), flexible spending account, and paid leave (including PTO and parental leave) in accordance with our applicable plans and policies. To learn more about our Total Rewards program please visit: https://rewards.okta.com/us.
The annual OTE range for this position for candidates located in California (excluding San Francisco Bay Area), Colorado, Illinois, New York, and Washington is between:
$260,000—$358,000 USD