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Salary: USD 260,000 - 358,000 / annual
Okta is seeking a Federal Account Executive to drive revenue growth within the Defense Industrial Base (DIB) and Federal Systems Integrators (FSI) space. Reporting to the Area Sales Director for Aerospace, Defense and FSI, you will own an assigned territory and lead the full sales cycle for federal customers, from prospecting through closing and account expansion.
Key Responsibilities:
- Develop new and expand existing federal accounts within Defense Contractors and FSI organizations across your territory, meeting or exceeding quarterly and yearly revenue targets
- Build and grow a robust sales pipeline through outbound account visits and proactive customer interactions to generate new business
- Develop long-term strategic relationships with key accounts, identifying opportunities for customer development and revenue expansion
- Collaborate with internal and external partners to extend market reach and drive product adoption
- Lead complex contract negotiations with federal customers
- Travel as needed, with specific focus on the DC area
- Conduct sales presentations, site visits, and product demonstrations to prospects, representing Okta professionally and consistently
The role requires in-person onboarding during the first week at either the San Francisco or Chicago office. You will be based in the DC area with moderate travel requirements.
Requirements:
- 3-5+ years of proven experience selling technology, preferably in the FSI or federal space
- Proven track record of closing complex services and solutions sales in competitive environments
- Effective territory development mentality and ability to build pipelines
- Strong verbal and written communication skills with ability to articulate Okta's vision and values
- Commitment to collaborative, cross-functional work across Okta and the Defense Industrial Base ecosystem
- Extensive customer and Defense Industrial Base network
- BS/BA degree strongly preferred
- Must be able to establish U.S. Person status (U.S. Citizen, National, Lawful Permanent Resident, Refugee, or Asylee per 22 CFR 120.15) as a condition of employment to access federal environments and protected federal data
