Director, Public Sector Renewals

Okta•San Francisco, CA

2d•Hybrid

About The Position

Secure Every Identity, from AI to Human 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. The Vision At Okta, growth is our mandate, but a secure foundation is the prerequisite. In the Public Sector, this foundation is the bedrock of national security and citizen trust. As we scale, our focus is evolving beyond the "renewal transaction" toward a holistic strategy of Strategic Retention. We aren't just renewing contracts; we are securing the identity infrastructure of the US Federal Government and State & Local (SLED) agencies. The Role We are looking for a high-impact sales leader and strategic architect to lead our Public Sector Renewals team. As the Director, you are the steward of Okta’s largest and most complex public-interest partnerships. In this role, you will lead a team of high-performing, individual contributor Renewals Managers. You will act as their coach, mentor, and lead strategist, navigating the unique procurement, regulatory, and budgetary landscapes of the Public Sector. You will be responsible for turning territory-level data into actionable retention playbooks, ensuring your team acts with precision, integrity, and long-term vision.

Requirements

10+ years in Renewals, Sales, or Account Management within the SaaS industry, with a minimum of 3-5 years in a high-performing leadership role.
A proven track record of navigating US Federal and SLED procurement cycles, including experience with large-scale, $5M+ license agreements.
The ability to take complex data sets and translate them into simple, winning tactics for the field.
Expert-level negotiation skills with the ability to tactfully close high-value deals with a high degree of integrity and independence.
Exceptional ability to partner cross-functionally with Sales, Customer Success, Product, and Government Affairs to drive collective outcomes.

Responsibilities

Own the retention strategy and execution for Okta’s Public Sector business, covering both US Federal and SLED markets.
Act as the lead executive and strategic advisor for the segment’s most complex, high-stakes agreements, including those exceeding $5M+ in ARR.
Move beyond basic forecasting to develop a deep, programmatic understanding of territory health, identifying risks early and designing "Path to Green" strategies that ensure long-term account stability.
Design and implement modern renewal playbooks that account for the unique cycles of public sector procurement, ensuring that our approach is proactive rather than reactive.
Manage and mentor a team of individual contributors, assisting them in navigating high-pressure negotiations and complex customer environments.
Foster a culture of high accountability, integrity, and relentless customer focus. You will be responsible for recruiting, hiring, and developing the next generation of Public Sector renewal talent.
Act as the voice of the Public Sector within the broader Renewals organization, ensuring that global processes are optimized for the nuances of government customers.
Partner as a peer to Public Sector Sales Leadership to ensure a unified strategy for account growth and retention.
Collaborate closely with Government Affairs and Legal teams to stay ahead of regulatory shifts (e.g., FedRAMP) and procurement hurdles that impact our ability to retain and grow.
Drive a tight feedback loop with Customer Success and Product teams, ensuring that the "ground-level" reality of our government customers informs our long-term product and service roadmap.