Account Executive, Strategic Inside Sales (DC)

Okta•Washington, DC

22d•Hybrid

About The Position

Identity is the key to unlocking the potential of AI. Okta secures AI by building the trusted, neutral infrastructure that enables organizations to safely embrace this new era. This work requires a relentless drive to solve complex challenges with real-world stakes. We are looking for builders and owners who operate with speed and urgency and execute with excellence. This is an opportunity to do career-defining work. We're all in on this mission. If you are too, let's talk. As the demand for Okta’s identity and access management solutions grows within the State, Local, and Education (SLED) sector, we are expanding our Inside Sales team to support our SLED sellers. This team plays a crucial role in accelerating the SLED sales pipeline by identifying, working, and closing smaller deals while also providing strategic deal support to our SLED Account Executives (AEs) across new customers, partners, and our existing install base. This position offers a pathway to a SLED Account Executive role. As an Inside Account Executive, SLED at Okta, you are a highly motivated self-starter who thrives in a high-growth, fast-paced, and collaborative environment. You will be responsible for building pipeline and closing new and existing business by selling Okta’s products and services within your assigned public sector territory. You will be accountable for achieving quarterly and annual quotas, driving pipeline generation, managing deals proactively, and ensuring forecast accuracy. You will collaborate with cross-functional teams and the broader Okta SLED partner ecosystem to drive adoption and engagement within state, local, and education accounts.

Requirements

BS/BA degree or equivalent experience.
2+ years of direct full-cycle, software sales experience in a closing, quota-carrying role, preferably in a SaaS B2B or public sector environment.
Proven track record of meeting and exceeding quota in a sales role.
Experience working in a collaborative sales ecosystem, partnering with AEs, xDRs, SEs, RMs, CSMs, and channel partners.
Ability to effectively allocate time across multiple AEs and SLED territories, ensuring a balanced impact.
Experience independently running demos and leading qualification conversations with government or education stakeholders.
Executive presence and confidence in presenting to senior officials within government agencies and educational institutions.

Nice To Haves

Familiarity with Google Workspace, Salesforce, Outreach, Sales Navigator
Experience selling into the public sector, including government and education customers.
Understanding of public procurement processes, contracting vehicles, and compliance requirements.
Excellent verbal and written communication skills, with an ability to articulate value propositions to technical and non-technical audiences.

Responsibilities

Work closely with assigned West and Central SLED Enterprise Account Executives and their Area Sales Directors to strategically target and close opportunities within state, local government, and education institutions.
Selling SLED deals under $75k in the SLED Enterprise segment.
Navigate Okta’s internal ecosystem—including xDR teams, Deal Desk, Customer Success, and Public Sector-specific teams—to drive the best possible outcomes for government and education customers.
Support sales motions by conducting demos, preparing quotes, proposals, and Business Value Assessments (BVAs) tailored to the needs of SLED customers.
Develop a deep understanding of Okta’s solutions and how they align with government compliance, security mandates, and digital transformation initiatives.
Own and manage your own pipeline within your assigned SLED territory, working with public sector buyers and procurement processes.
Craft and deliver customized sales presentations and product demonstrations to key stakeholders, including CIOs, IT directors, and procurement teams within government and education organizations.
Develop and negotiate strategic-level proposals and contracts, ensuring compliance with public sector procurement regulations.
Accurately forecast sales activity and revenue achievements through the effective use of sales tools.
Travel as necessary, typically 10%, to meet with customers, attend industry events, and support on-site engagements.