Federal Sales Director, FSI

1 week, 4 days ago
Full-time
Lead
Cybersecurity
Okta

Okta

Okta is a leading independent provider of identity solutions for enterprises, offering a comprehensive range of products and services to connect and protect employees, partners, and customers. With a focus on secure access, authentication, and automati...

Professional Services
5K-10K
Founded 2009

Description

  • Lead, mentor, and scale a high-performing team of Enterprise Account Executives serving the Defense Industrial Base and Aerospace & Defense markets.
  • Build and execute a territory plan to achieve quarterly and annual sales targets and revenue growth goals.
  • Act as a thought leader on how identity security intersects with CMMC 2.0, ITAR/EAR, and NIST SP 800-171.
  • Develop and maintain executive-level relationships with major defense contractors and strategic suppliers.
  • Partner with Federal Engineering, Legal, and Product teams to align the roadmap with defense-sector security needs.
  • Drive strategic vision and execution for the A&D and DIB verticals.
  • Bridge complex regulatory requirements with modern identity solutions for customers.
  • Use data-driven forecasting and operational discipline to manage team performance and pipeline.
  • Engage key stakeholders across industry hubs through regular travel and in-person relationship building.

Requirements

  • 10+ years of software/SaaS sales experience.
  • At least 5 years of leadership experience managing enterprise sales teams.
  • Proven track record of selling into the Defense Industrial Base.
  • Understanding of the Prime/Sub relationship in defense contracting.
  • Deep familiarity with cybersecurity frameworks and the Zero Trust maturity model.
  • Expert-level proficiency in Salesforce, Clari, or similar forecasting tools.
  • Ability to travel approximately 30-40%.
  • Experience in aerospace and defense, or defense contractor environments, preferred.
  • Familiarity with federal security and compliance standards, preferred.

Benefits

  • Annual OTE range of $360,000 to $540,000 USD for candidates in eligible states.
  • Equity eligibility where applicable.
  • Health, dental, and vision insurance.
  • 401(k) retirement plan.
  • Flexible spending account.
  • Paid leave, including PTO and parental leave.
  • Comprehensive benefits package.
  • Remote work designation with an immersive in-person onboarding experience.

Interested in this position?

Apply directly on the company website

Apply Now

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