Federal Sales Director, 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 Opportunity

As the Sales Director for the Aerospace & Defense and Defense Industrial Base vertical, you will lead an elite team of Account Executives dedicated to securing the identities of the world’s most critical supply chains. In an era of escalating cyber warfare, you will position Okta’s Identity Cloud as the foundational layer of Zero Trust architecture for global defense contractors and aerospace innovators.

The Mission

You are responsible for driving the strategic vision, execution, and revenue growth within the A&D and DIB sectors. You will bridge the gap between complex regulatory requirements and modern identity solutions, ensuring our customers can innovate at speed while remaining compliant with stringent federal standards.

Key Responsibilities

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

Qualifications

• Experience: 10+ years of software/SaaS sales experience, with at least 5 years in a leadership role managing enterprise teams.
• Domain Expertise: Proven track record of selling into the Defense Industrial Base . You understand the nuances of the "Prime/Sub" relationship.
• The "Security First" Mindset: Deep familiarity with cybersecurity frameworks and the Zero Trust maturity model.
• Operational Excellence: Expert-level proficiency in Salesforce, Clari, or similar forecasting tools. You manage by data, not just intuition.
• Travel: Ability to travel (~30-40%) to engage with key stakeholders at industry hubs (D.C., Huntsville, Seattle, etc.).

Why Join Okta?

Okta is the World’s Identity Company. We are a "People Lead, Tech Enabled" organization that values transparency, integrity, and relentless customer success. We offer competitive compensation, a comprehensive benefits package, and the opportunity to impact global security at the highest level.

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Below is the annual On Target Compensation (OTE) range for candidates located in California (excluding San Francisco Bay Area), Colorado, Illinois, New York and Washington. Your actual OTE, which is inclusive of base salary and incentive compensation, will depend on factors such as your skills, qualifications, experience, and work location. In addition, Okta offers equity (where applicable) and benefits, including health, dental and vision insurance, 401(k), flexible spending account, and paid leave (including PTO and parental leave) in accordance with our applicable plans and policies. To learn more about our Total Rewards program please visit: .

The annual OTE range for this position for candidates located in California (excluding San Francisco Bay Area), Colorado, Illinois, New York, and Washington is between: $360,000—$540,000 USD

The Okta Experience

We are intentional about connection. Our global community, spanning over 20 offices worldwide, is united by a drive to innovate. Your journey begins with an immersive, in-person onboarding experience designed to accelerate your impact and connect you to our mission and team from day one.

Okta is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, ancestry, marital status, age, physical or mental disability, or status as a protected veteran. We also consider for employment qualified applicants with arrest and convictions records, consistent with applicable laws.

If reasonable accommodation is needed to complete any part of the job application, interview process, or onboarding please use this Form to request an accommodation.

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