Federal Sales Manager

Okta•Washington, DC

3d•$288,000 - $396,000

About The Position

Okta is seeking a passionate, results-oriented Federal Sales Manager to drive revenue growth across Department of War (DOW) accounts. This individual contributor role is responsible for developing new business and managing and expanding existing customers. Reporting to the Federal Sales Director, the role leads the sales process for DOW customers, including sales presentations, site visits, product demonstrations, and complex contract negotiations. The manager represents Okta professionally and works with internal and external partners to develop and win customers and encourage adoption. The role requires travel as needed, particularly to the Washington, DC area, and travel to Okta’s San Francisco or Chicago office for in-person onboarding during the first week of employment. Candidates must be able to access federal environments and/or protected federal data and, upon hire, provide documentation establishing U.S. Person status.

Requirements

12 or more years of proven technology sales experience; federal DOW sales experience is preferred.
Demonstrated success selling complex services and solutions in a competitive environment and closing sales using effective sales and negotiation methods.
Effective territory development mentality.
Strong verbal and written communication skills, including the ability to demonstrate a connection to Okta’s vision and values.
Ability and commitment to collaborate across Okta and the Defense Industrial Base ecosystems.
Extensive customer and Defense Industrial Base network.
Ability to access federal environments and/or protected federal data.
Upon hire, ability to submit documentation establishing U.S. Person status as defined by 22 CFR 120.15.

Nice To Haves

Federal DOW sales experience.
BS/BA degree, strongly preferred, or applicable experience.

Responsibilities

Develop new and existing federal accounts within DOW agencies and across the assigned territory, meeting or exceeding quarterly and annual revenue targets.
Build and grow a sales pipeline through outbound account visits and proactive interactions to obtain new business.
Develop long-term strategic relationships with key accounts and identify customer development and revenue-growth opportunities.
Work with internal and external partners to extend reach and drive adoption.
Lead complex contract negotiations.
Conduct sales presentations, site visits, and product demonstrations to prospects.
Represent Okta consistently, effectively, and professionally.
Travel as needed, particularly to the Washington, DC area, and attend in-person onboarding in San Francisco or Chicago during the first week of employment.