Federal Account Executive, FSI

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 Federal Sales Team We are seeking a passionate, results-oriented sales professional to drive revenue growth by calling on accounts within the Defense Industrial Base (DIB). Our Federal Account Executives are individual contributors who play a vital role in driving a significant share of revenue for Okta. We provide our reps with an environment in which they can make valuable contributions from day one while also building opportunities for learning and growth. This role requires travel to our San Francisco, CA or Chicago, IL office for in-person onboarding during the first week of employment. If reasonable accommodation is needed to participate in the job application, interview process, or onboarding, please use this Form to request an accommodation. The Federal Account Executive Opportunity • Reporting to the Area Sales Director – Aerospace, Defense and FSI, this role will drive the sales process for FSI customers. Our Federal Account Executive will lead the sales process within an assigned territory for the Defense Industrial Base vertical. The right candidate for the position will enjoy closing new logos while simultaneously managing and expanding a book of install base customers. Our AE's organize and conduct sales presentations, site visits and product demonstrations to prospects and represent Okta in a consistent, effective and professional manner to best develop and win new clients. What you’ll be doing • Develop new and existing federal accounts within Defense Contractors and FSI's and across your territory, meeting or exceeding quarterly and yearly revenue targets • Continually build and grow a robust sales pipeline via outbound account visits and proactive interactions to obtain new business • Develop long-term strategic relationships with key accounts, actively identifying opportunities for customer development and revenue growth • Work closely with internal and external partners to extend reach and drive adoption • Successfully lead complex contract negotiations • Moderate travel as needed, specifically to the DC area • What you’ll bring to the role & what we’re looking for • 3-5+ years of proven experience selling technology, preferably in the FSI space • Proven track record of delivering sales of complex services and solutions in a competitive environment with the ability to close sales through effective sales and negotiation methods • Effective territory development mentality • Strong verbal and written communications skills, with the ability to demonstrate a connection to Okta’s vision and values • Commitment to work collaboratively & cross functionally across the Okta and Defense Industrial Base ecosystems • Extensive customer and Defense Industrial Base network • BS/BA degree strongly preferred Additional requirements: • This position requires the ability to access federal environments and/or have access to protected federal data. As a condition of employment for this position, the successful candidate must be able to submit documentation establishing U.S. Person status (e.g. a U.S. Citizen, National, Lawful Permanent Resident, Refugee, or Asylee. 22 CFR 120.15) upon hire. Below is the annual On Target Compensation (OTE) range for candidates located in California (excluding San