Federal Sales Director, FSI

Okta•Washington, DC

3d•Remote

About The Position

This role is for a Federal Sales Director, FSI (Financial Services Industry) at Okta, focusing on securing identities within the Aerospace & Defense (A&D) and Defense Industrial Base (DIB) sectors. The position involves leading a team of Account Executives to position Okta's Identity Cloud as a foundational element of Zero Trust architecture for global defense contractors and aerospace innovators. The director will be responsible for strategic vision, execution, and revenue growth, bridging complex regulatory requirements with modern identity solutions to ensure customer innovation and compliance with federal standards.

Requirements

10+ years of software/SaaS sales experience, with at least 5 years in a leadership role managing enterprise teams.
Proven track record of selling into the Defense Industrial Base.
Understanding of the nuances of the "Prime/Sub" relationship.
Deep familiarity with cybersecurity frameworks and the Zero Trust maturity model.
Expert-level proficiency in Salesforce, Clari, or similar forecasting tools.
Ability to travel (~30-40%) to engage with key stakeholders at industry hubs (D.C., Huntsville, Seattle, etc.).

Responsibilities

Lead, mentor, and scale a high-performing team of Enterprise Account Executives focused on the DIB and A&D markets.
Build and execute a territory enterprise plan to meet and exceed quarterly and annual sales targets.
Act as a thought leader on how Identity intersects with CMMC 2.0, ITAR/EAR, and NIST SP 800-171.
Develop and maintain "C-level" relationships with the largest defense contractors (Primes) and strategic suppliers.
Partner with the Federal Engineering, Legal, and Product teams to ensure Okta’s roadmap aligns with the evolving security needs of the defense sector.