# Federal Sales Manager

**Company:** [Okta](https://hotfix.jobs/companies/okta)
**Location:** Washington, DC
**Role:** Account Executive
**Salary:** $288k – $396k/yr
**Experience:** 12+ years
**Skills:** federal sales, Enterprise Sales, sales pipeline development, Contract Negotiation, territory development, fsi, defense industrial base, CRM
**Posted:** 2026-07-21

> Federal Sales Manager responsible for driving revenue in Civilian and FSI federal accounts through new logo acquisition, pipeline development, relationship building, and complex contract negotiations. Requires 12+ years technology sales experience, preferably in FSI, with an extensive Defense Industrial Base network.

## Job Description

## What you’ll be doing
- Develop new and existing federal accounts within 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
- 12+ years proven experience selling technology, preferable 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 or applicable experience

## 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.

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